Automotive sales can be anything for anybody. In the past eight years, we trained everything from Lawyers, Doctorates, Masters degrees, all the way to GEDs. The magic part is that it had nothing to do with who prevailed. After 3000 placements into auto sales, the most prominent trait I notice for long-term success is Desire.
Read More"Nothing about this is brain surgery, however it is disciplined. We have a short sales cycle and we are not selling hats and t-shirts, We are selling $20,000, $40,000 , $100,000 merchandise that usually requires a 4 to 7-year financial commitment. "You need to be a PRO!"
Read MoreI am talking about planning out a specific picture on what you want 2018 to be for whatever personal reason you have to make it so. No plan and you are just hoping. Let’s get in front of the effort this year and then execute that planned effort on a daily basis so you understand what it feels like to leave the store at night beating on your chest, howling at the moon, knowing that YOU ARE THE MASTER OF THE UNIVERSE.
Read MoreIn my career I have only personally known 8 or 9 great closers. I loved studying their personalities. They came from all walks of life, education levels, and economic circumstances. They excelled making great money working in the same store and out of the same inventory as other salespeople making much less. Some closers had a technique that lacked finesse, but they still managed to close. Attitude, determination and delivery trumped technique.
Read MoreHow is it that the same objections that stumped sales people decades ago are still stumping sales people today? Once and for all, let’s figure out a way to make a compelling argument that would allow us to earn the business.
Read MoreWe all started in the same place. We all had that same first day. Learning the business of selling cars just takes time to learn the nature of the uncontrollable human element called the customer. Part of the process is just learning from our mistakes and part of the process is laughing at our mistakes.
Read MoreIn the old school days "the closer" was king. Now it is going to be the sales person who does the best job in retention. The sales person who builds a long-term annuity by working and managing his relationships with a customer. The pros are already doing it. There are sales people in this town who have been in the business 15 plus years making over $200,000 a year. How much of that income would you guess comes from repeat - referral?
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Our New Podcast
During the downtime, Eric and I decided to start a podcast called The Classy Car Guys. Not that Eric or I know anything about CLASS.
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