Rookie sells 31 cars his first month in the business.

 I was training at Midlands Honda for two weeks in Janusry. Brandon sold 31 cars his first month. What do you think he did to sell so many cars?

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Permalink Reply by Fran Taylor on February 9, 2011 at 4:12pm
 Thank you Mr Esposito.

Stanley Esposito said:

 There are qualities that can't always be taught in car salesman but it seems like you get the best out of those you work with. Great Job Fran!

 

Stan Esposito

Reedman Toll

sesposito@reedmantoll.com

Permalink Reply by Tom Gorham on February 9, 2011 at 5:32pm
Besides all the other comments here about energy, game plan, motivation, etc., I really like that you revealed that he is a quiet guy who doesn't talk to the other sales people much.  That means he's not interested in learning bad habits or bad attitudes or wasting time on the sales floor.  If he desires to be the best, as you say, he probably will!  Thanks for the story.

Fran Taylor said:
Yes Gretchen Brandon has a lot of energy and is thankful for what he has learned. Believe it or not he is a quiet guy. Doesn't talk to the other sales people much. He just works. He has a desire to be the best. I'am not sure if you can teach that. Thank you.
Permalink Reply by The Cobalt Group on February 9, 2011 at 7:27pm

 Fran, Brandon has several things working in his favor:

  1. He works for a dealer that sees the value in training – some would argue that 2 weeks is a long time to be in a training class, but it indicates how serious the dealer is about raising sales professionals and not ‘lot jockeys.’
  2. He has product to sell.
  3. He has products that people want to buy.
  4. You’ve held him up as an example, so he’s not an ‘average’ sales consultant… meaning he likely carries many of the qualities that Gretchen aptly identified.

 

What else does he need after a rockin’ first month to avoid a ‘Hero-to-Zero’ moniker? I’d recommend these:

  • A consistent email lead response process, including well-placed templates and honed telephone skills for making outbound calls
  • A consistent incoming sales call process that allows him to lead conversations and sell appointments rather than attempting to sell individual vehicles sight unseen (72% of sales consultants never even ASK for appointments, according to the Cobalt 3000 Call Study of 2008)
  • A supportive management staff that will inspect expectations and take responsibility for his long-term success
  • A compensation plan that rewards performance standards and spiffs overachievement
  • A plan for ongoing owner marketing that includes household prospecting and effective referral acquisition
  • An aptitude to attract and care for service customers
  • A dealership culture that encourages success
  • An insight that automotive sales transactions are NEVER about the vehicles and ALWAYS about the customers
  • Product knowledge levels that allow him to know nearly everything about his vehicles while only using 20% of what he knows with customers (targeting buying motives)
  • An attitude bent on having fun with his customers, in a professional manner

 

While this may most closely resemble a wish list and not realistic requirements, if you don’t know what you’re aiming for (or why, for that matter), you’ll put your efforts in the wrong areas. Congratulations to Brandon on a great first month! The fun is only beginning!-Jon Quade, Performance Improvement Consultant at The Cobalt Group

 

Permalink Reply by Bobby Compton on February 9, 2011 at 8:02pm
I like your style Fran - Straight forward in your methods, no sugar coating, training kept simple - results - results - results! You are the King of prospecting my friend.... Keep on Rocking....
Permalink Reply by Fran Taylor on February 9, 2011 at 8:16pm
Thank you for the good advice.

The Cobalt Group said:

 Fran, Brandon has several things working in his favor:

  1. He works for a dealer that sees the value in training – some would argue that 2 weeks is a long time to be in a training class, but it indicates how serious the dealer is about raising sales professionals and not ‘lot jockeys.’
  2. He has product to sell.
  3. He has products that people want to buy.
  4. You’ve held him up as an example, so he’s not an ‘average’ sales consultant… meaning he likely carries many of the qualities that Gretchen aptly identified.

 

What else does he need after a rockin’ first month to avoid a ‘Hero-to-Zero’ moniker? I’d recommend these:

  • A consistent email lead response process, including well-placed templates and honed telephone skills for making outbound calls
  • A consistent incoming sales call process that allows him to lead conversations and sell appointments rather than attempting to sell individual vehicles sight unseen (72% of sales consultants never even ASK for appointments, according to the Cobalt 3000 Call Study of 2008)
  • A supportive management staff that will inspect expectations and take responsibility for his long-term success
  • A compensation plan that rewards performance standards and spiffs overachievement
  • A plan for ongoing owner marketing that includes household prospecting and effective referral acquisition
  • An aptitude to attract and care for service customers
  • A dealership culture that encourages success
  • An insight that automotive sales transactions are NEVER about the vehicles and ALWAYS about the customers
  • Product knowledge levels that allow him to know nearly everything about his vehicles while only using 20% of what he knows with customers (targeting buying motives)
  • An attitude bent on having fun with his customers, in a professional manner

 

While this may most closely resemble a wish list and not realistic requirements, if you don’t know what you’re aiming for (or why, for that matter), you’ll put your efforts in the wrong areas. Congratulations to Brandon on a great first month! The fun is only beginning!-Jon Quade, Performance Improvement Consultant at The Cobalt Group

 

Permalink Reply by Fran Taylor on February 9, 2011 at 8:19pm
Thank you Mr Compton. I can't wait to see what he does the second month. I really don't think this young man is a one hit wonder.

Bobby Compton said:
I like your style Fran - Straight forward in your methods, no sugar coating, training kept simple - results - results - results! You are the King of prospecting my friend.... Keep on Rocking....
Permalink Reply by MANNY LUNA on February 10, 2011 at 7:56am

You know what I think, What was his motivation? Reasons WHY?

Also what was his Gross per Copy?

Has ever been in sales before?

One thing for sure he has is faith and passion to go for it all!!!!

My best month is retail sales is 56 cars with 196,000 in gross.( I give God and all the Mgrs, and staff all the credit)

My first month in Car Sales I got fired from 3 dealerships and was told that I would  NEVER make it as a Salesperson.

What was my motivation?

 

 

 

Permalink Reply by Michael R. Gray on February 10, 2011 at 8:42am
I would say he posted great deals about Honda on all of his social networks.  I would also say he got some bones from above...probably did not hurt that he is selling Honda's either.
Permalink Reply by Bobby Compton on February 10, 2011 at 9:39am

Fran, 

The hardest part in developing winners is getting them to hit the First ONE, and with your outstanding leadership he will now know how to do it again! I think any dealer would jump at the opportunity to have a green and growing sales consultant start out of the gate with 31 cars. Awesome job my friend.


Fran Taylor said:

Thank you Mr Compton. I can't wait to see what he does the second month. I really don't think this young man is a one hit wonder.

Bobby Compton said:
I like your style Fran - Straight forward in your methods, no sugar coating, training kept simple - results - results - results! You are the King of prospecting my friend.... Keep on Rocking....
Permalink Reply by Fran Taylor on February 10, 2011 at 10:39am

 I really don't think it matters what product you sell as long as you believe you are selling a good one. This guy is going to take a lot of shots as far as beginners luck to house deals and so on. I will bet the managers and sound training keeps him on the right track. Yes any good sales rep is going to post something good about his product.

 What sets him apart is his work habbits and help when he needs it. Thank you sir.

Michael R. Gray said:

I would say he posted great deals about Honda on all of his social networks.  I would also say he got some bones from above...probably did not hurt that he is selling Honda's either.
Permalink Reply by Fran Taylor on February 10, 2011 at 10:43am

 I can't answer any of your questions but will say this. Anyone that sells 31 cars should make good money in any store. The managers controll the gross. All I know is he really wants to be the best and is willing to do what ever it takes. Thank you sir.
MANNY LUNA said:

You know what I think, What was his motivation? Reasons WHY?

Also what was his Gross per Copy?

Has ever been in sales before?

One thing for sure he has is faith and passion to go for it all!!!!

My best month is retail sales is 56 cars with 196,000 in gross.( I give God and all the Mgrs, and staff all the credit)

My first month in Car Sales I got fired from 3 dealerships and was told that I would  NEVER make it as a Salesperson.

What was my motivation?

 

 

 

Permalink Reply by DealerELITE on February 10, 2011 at 12:04pm
Great discussion guys!

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