Finally caught my break

[Jorgen]

Mo money, mo problems...

[SpecRaceM5]

that's a decent salary. Don't blow it all on your car. There's still hookers and blow you'll need too.

qft.

[lylefk]

Sold cars for 2 years. Here's my advice, fwiw.

1) Money will ebb and flow. Good month, then a slow month. SAVE YOUR MONEY when you get a nice check, do NOT assume it will continue to flow like that.

2) Stay out of the drama. There will be old school salesmen that will intentionally or unintentionally be negative to try and ruin your attitude. You in bad mood = more customers for them.

3) It's all a numbers game, assuming you have some sales skill and are personable. Want to make more? Talk to more people. Answer as many phone calls as possible. Get as many 'ups' as possible. Make as many appointments as possible. And sell the shit out of used cars over new.

4) Learn who you can and cannot trust. Some will help you out, some will snake you and stab you in the back.

5) Keep it simple. Play dumb at all times with the customers, don't start talking about payments, cost, etc on the lot. Leave that for the appropriate time.

6) Ask lots of questions and pay attention to what your customers are telling you. Find out what they are really going to be interested in and know your inventory inside and out so you can find them something.

7) Keep in mind that customers are talking to a lot of salespeople at the lots and that they have a pre-concieved notion that you're an asshole and a scam artist. Work hard to build rapport and stand out. If they remember you and trust you, they'll buy from you if you have something they are interested in.

8) Don't get jaded and fall into the car sales mentality. Take care of people, be careful with your money and work hard to be consistent every month.

[slaterd]

Best advice I've ever been given when it comes to a job. I'm printing that off and taping it to my refrigerator door. Thanks for the advice. Any other pointers would be greatly appreciated.

[Thizzelle]

yeah, if you see me walk onto your lot please don't bother me. I will come get you if I need something, mainly to test the car out. Don't like when the sale guy hovers around, don't hover.

[lylefk]

They have to hover...

Also, smaller detail but comes in handy. Make friends with the lot guys/car washers. Most salesmen are assholes to them. Treat them right, be respectful and genuine. First time one of them does you a favor, buy him lunch or a soda or something. Talk shop with them, bs with them.

Then, down the road when you are trying to sell a couple cars at once or have a customer in a hurry, etc etc...there are a million things that can come up. You're trying to deliver a car and appointment shows up...etc etc. You get my drift...

When those situations come up, you are generally supposed to have another salesman take over one of them and you give them half the sale. However, if you have relationships built with the carwash/lot guys, you can call in a favor, leverage that relationship a bit and ask them to get a car ready for delivery for you and help you juggle both sales so you don't lose 1/2 of one if you can help it.

Or say you have an appointment coming in 15 minutes and the car they want is covered in bird crap. You can get that car washed and looking good quickly, instead of it going to the bottom of their list.

It's helpful.

[lylefk]

Also, if you don't have any sales experience, learn. If they don't provide it for you, get it yourself. Sounds like you'll get training, and pay ATTENTION to it. I'd even ask to do it again at the 6 month mark.

There are subtle things that will make or break a sale. Words and phrases to use or not use. You CAN be a salesperson without being pushy...it goes back to asking lots of good questions and building that relationship, but it is also in the subtle things. Like in a test drive, point out something in the car that they mentioned they were looking for, but say it's something YOU love. "I love the heated seats in this thing, I'll never own another car without them". etc. Stupid example, but you get my point.

OH. And if a man and woman come in together, DO NOT IGNORE HER. She is the key, she makes the decisions and you need to win her over. Even if he is asking all the questions and talking to you, make a point of including her. Make eye contact, smile, explain things to her that she's fiddling with, etc. Ask her questions about what she thinks.

Another thing...apparently I like talking about sales. Follow up is HUGE. They say something like 90% of salespeople don't follow up. If you sell a car, call back a week later and see how they're doing. Be enthusiastic and friendly, and remind them you are there if they need anything. Ask them to send their friends your way. If you get a customers info over the phone or on the lot, CALL THEM in a few days. Stay in touch. Those leads are your life blood. Too many salespeople are purely into the quick sale, the lay down buyer that comes in and buys right then...they ignore all the others and lose a tremendous amount of business that way.

I kept track of every customer and every interaction with that customer. I took notes every time I talked with them on the lot, over the phone, etc. Write down their kids names, etc. Cross them off if they buy somewhere else.

If you plan on doing it long term, start a long term follow up program IMMEDIATELY. Send cards out on Christmas every year to everyone you've sold to. If they lease a car, make a note or an appointment in outlook or something to call them towards the end of their lease so you can secure that next sale for them. Repeat buyers are also more profitable. Remember them and always, always make them feel important and special. The most successful car sales guys are almost 100% referrals and return business. It takes time, but 99% of salespeople dont do it AT ALL because it takes time and effort.

[lylefk]

On the sneaky side of things...when you have a customer say they want to go "eat and think about it", say:

"Oh really! Would you do me a HUGE favor and bring me something back from wherever you go? I've been so busy with appointments today that I haven't had any time to eat...I'd REALLY appreciate it" and hand them $10. You could even recommend a good place nearby.

They'll come back. They may not buy, but it gives you another opportunity to talk to them.

[der affe]

I KNOW! Those cameras caught me when I first moved out here. Before I moved out here I had never seen traffic cams, and they're everywhere in Scottsdale. Sounds like you have some experience in a dealership.

Yea, I worked for bill luke dodge, chapman dodge, penskei auto group & phoenix motor company (benz dealer). Never in cars sales though. Parts, a service tech, and in the body shop same BS, different department.

[VinniE30]

Congrats man! It really feels good to have a steady income, it's like a weight lifted off your shoulders.
And best of all more money to spend on the e30!:D

[koophore]

Great info ITT, congrats man!

[Farbin Kaiber]

A lot of important things have been covered in this thread already, don't breeze through them, a guy on the same lot is not going to give it to you straight like someone that is not in competition with you.

The Lot Attendants/Porters are your best friends, never, NEVER burn them, always make those guys feel like you've hooked them up, they will move mountains in a pinch for you and make you more money!

Something that was not said, as I was a Service Writer/Service Manager, make sure you do the same for the Service guys, they are the ones that do the PPI's and the New Car Prep's that get the units your buyers will be after, they have the ability to make or break your sale.

It's all about politics, just kiss every ass that is in front of you, and make the people around you feel like they are important, and in charge (customers/co-workers/managers/owners/potential buyers) and you'll be miles ahead of the rest of the crowd!

[slaterd]

First this has probably happened, but there's too much good info on here to lose in my history.
Sub'd to my own thread. Thanks a mil guys:D

[Pantless Spency]

welcome! been working at a dealership for almost 4 months,
very keen things to learn around the dealership man.

dont ever ever ever take anything personally and never reflect your true feelings or words to ANYONE if its arguement style.

easiest way to get the boot.
smile, do as your told, keep a good spirit and get in good with the sales managers and financial advisers.


ive been working as a detailer but i am soon moving onto sales as i have a good relationship with many people in sales.

[Pantless Spency]

and everything previously said about detailers/lot fellas is seriously true,
i make a pretty whip in a snip for the nice guys, for the ass holes? i do my job but attention to time and detail is not as high of a priority.

never accepted lunch or anything from the sales guys but the notion and such is still greatly appreciated.


and Dont be afraid to get back there with them and bust a move, they can teach you one or two things and if you help them they generally appreciate it.


and never bring a customer back to the detailing area, i hate that shit.
also dont ask them to wash your car, unless your offering $$$ or lunch.
hate that ishhh