In 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 MoreEvery year about mid-November I get two or three salespeople calling looking for ideas to generate more sales - right now! If you have been in the business for a while you know that winter and the upcoming holidays can affect the door swings. The problem is that by the time they call it is too late to generate allot of sales right now.
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How 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 MoreYou earn respect by moving the needle. We have something very tangible to measure. How many cars, how much gross. It doesn't matter who your brother-in-law is or how good looking or charming you are - how many cars!
Read MoreEvery week we meet many customers and we don’t sell them all. After measuring the sales effort for decades, I always found that one sells about 25% to 30% of 1st time In’s (counting everyone). That means 70% to 75% left you and the store without a new car.
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 MoreEvery dealership has the 25-car salesperson and the 6-car salesperson. The dealership has the same inventory, same advertising, and same door swings for both people, yet one does 25 a month and the other does 6. After talking to both for a few seconds, I can tell who’s who… How? Attitude!
Read MoreEric, Rhonda and I hope to coach, generate thought-starters, and with your help develop some best practices that can be shared with everyone motivated to make a career in auto sales. It all starts with attitude, and sometimes keeping the mind working is just what the doctor ordered.
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Some people like the emotion of the presentation, while others may like the validation of the close. Whatever your favorite step of the process is, I propose that selling or not selling is decided just before you shake hands.
Read MoreMy concern comes from watching salespeople approach all ten customers like they might be one of the two uncontrollables. I watch salespeople tip toe on egg shells trying to avoid any possible negative reaction. All control is lost!
Read MoreMost salespeople come to work and recreate the same wheel day after day. Come in, hang on the door and hope it swings well today. It does - good day. It doesn't- Bitch.
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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