Car Sales Talk 101: Recent Episodes
Terry Cameron
Selling cars Today and how to prepare for tomorrow. All about life in the car business for salespeople and managers from the Desk of a Sales Manager. Tune in and learn how to excel and become a pro in the most lucrative career in the world!
We all tend to think our job is over as soon as the sale is made, but actually, we are just getting started. The secrect to success is to maintain the same professionalism we put forth making the sale after the sale and all subsequent sales as a result of our hrd work. Own the customer and do whatever it takes to keep them coming back to see you!
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Everyone and every business has a reputation, and now more than ever your reputation is more important than most think. What is your reputation as a salesperson, manager, or dealership?
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Dealerships are always trying to find ways and methods to sell more cars yet we continue to use the tried and sometimes true method of inceasing salespeople to increase sales numbers. As this can work sometimes, I believe it's taking the easy way and not the best way. Maybe another method may be to get back to basics and start training and hiring top talent. Listen up and tell me what you think.
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. The service department is the busiest department in the dealership. It is also the toughest especially when it comes to dealing wwith the not so happy customer. Help them help you by supporting their efforts in dealership and brand loyalty.
Sometimes as salespeople we tend to think that we know how a deal is going to progress and we end the process before it even had a chance to succeed or fail. Never give up on the del until management and the banks say it is no longer a deal. Keep the process moving positively and what you will see is a sale coming from out of the blue that you were certain had zero cjance of happening based on what the customer has told you right up front. Never say no or goodbye until it is one hundred percent hopeless.
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Time to tun back the calendar to pre=pandemic times when sales profesionals followed a true and proven path to the sale starting with the initial greeting of the customer.
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Stop bypassing one of the most important steps to the sales process. Sell yourself professionaly and watch your closing percentage increase.
With all the changes in the car business over the past several years, the pay plans available have changed also aand sometimes not for the best. Listen in for a small insight the how salespeople are being compensated in several different ways.
Their is never enough tools in our toolbox to help us close a deal. Whenever we think we know it all, we start missing those deals. This episode will help you with getting your customer to bump on the price and payment, but only if you can do it the right way. Confidence is the key.
Being a superstar salesperson is not as hard as it may seem. We really only need to male a commitment to practicing the mastering of our craft. With all the information available to our customers on the web, our customers are more set on a vehicle than they have ever been. They also physically shop less dealers than before. Help them buy using these five closing techniques and watch your income soar.
In life as well as business it is easy to settle into a certain daily grind. We get used to seeing things in one particular way to the point that we are oblivious to these things that may possibly be out of place or in a state of despair. It's time to take a fresh look at your lot display, your showroom, and your office area to determine if theu need some attention.
It's getting harder and harder to make a decent living selling cars especially with all the digital info available to our customers. But just because they can spout off a KBB or Carvana value does'nt mean they know everything. We are the experts and this episode will help you when it comes time to justify the trade value.
There is no better time to reach out to your customers and let them know you care. Listen up for some quick tips to help end your yer on A HIGH NOTE!
The road to the sales process has been around forever. Don't think its outdated and ineffective because it is the only proven process to selling cars that is successful. Commit yourself to becoming a master of the process and watch your commissions soar>
Times are changing in the auto industry however, the typical car salesman still remains. It's time to set yourself apart from those salespeople. The real pros in the business do everything they can to legitimze the sales profession, yet the amateurs continue to hold us down and keep the consumers view of us at the lowest levels. Time to do something about it.
There are so many things we as salespeople can do to further our career, but we are gonna talk about the three most important, at least to me, on what I think we need to spend more time mastering.
Sometimes your customers 1st impression is made before they step on the lot. That phone call you received set the tone and gave you the opportunity to showcase yourself. If you are smiling while you are conversing, the customer can hear that smile and your chances of them showing are greatly enhanced.
Selling a certain number of cars is good but how do you do it and how do you sell more? The answer is increase your closing ratio. In this episode we will discuss closing and what it is, and we will talk about the things you need to do to get better.
We tend to relax especially when times are tough. We either skip steps in the process or we do them half ass. It's time to pick up the pace and get back on track to being the best we can be.
It's hard enough to earn a decent living selling cars without those few that belong behind bars more than on a showroom floor. I'm talking about the SKATERS. Listen up as we discuss how to detect and deter these thieves.
With all that's been happening in the world and cat business over the past few years it can be tough to stay true to the sales steps that have been there to guide us to theses we work so hard to get. You have to be true to the "Rod to the Sale" but sometimes it might be wise to take a detour.
The sales process is not exactly rocket science, but if you shortcut the process too many thing can go wrong.
We research everything that we have an interest it, yet the things that help supply our income is left to our customers to research. Why is that we know our favorite sports figures statistics but we don't know the first thing about the products we sell? Listen up, it's time to become a real pro!
With Fuel prices at an all time high, selling trucks and SUV's is getting tough to say the least. We need to be able to help the customer find the dollars to justify their purchase by working with them to develop a budget at least until the economy rebounds, because it will. Or just remind them to fill up before the tank is on empty.
Taking shortcuts is the quickest way to shortcut you pay. Whether you are a green pea or a seasoned pro, it's time to get back to doing things the way they were meant to be done, do it right the first time.
Lets face it, we all get bogged down with the sub prime customers and we all tend to migrate to the fun loving below average salespeople on our sales floor. The only way to turn this around is to stay away from the shit apples we encounter. Listen up!
Sometimes we find it necessary to switch a customer to another vehicle for several different reasons. This is not an easy task but it can be made easier if we are prepared to suggest another unit to the customer. Let's discuss how this can be done.
With the current car selling atmosphere we are tempted to revert to being order takers. If we are to survive this feeding frenzy, we are going to need to remember the sales process and what it took to sell cars before the chip shortage. The horse will drop, will you be ready to march on without missing a beat?
A new year is here and the market is bound to change. It's time to get back to the basics of selling and time to hone our selling skills. This career is dependent on customers coming back to see us for most all future car purchases, not to mention the referrals they can produce.
Getting the customer to come back after their visit has less to do after they leave and more to do with what you did when they were on the lot and in your showroom. Listen up and start enjoying more be backs and quite possibly more first time closes.
One of the biggest mistakes we make id buying into the customers excuse that they do no have a lot of time. We shortcut the process and pre qualify the customer only to find that they never return or answer their phones after we release them. Listen up to find out how I handle customers in this situation.
Coming to work and just waiting is a sure fire way of have a mediocre and short career in the car business. Have a plan and if management does not bring structure to your team, then you'll have to do it yourself, Listen Up!
We tend to leave a lot of deals on the table to be gobbled up by the next dealership when we fail to ask for a co-signer. Listen up as we discus how and why we need the co-signer and how to get it upfront.
We all need a break now and then, but what happens when we bet back form our vacation? Prior planning and preparations can make the move back into the selling modes much smoother.
The lively hood of your dealership depends highly on the ability to capture the customers financing. While profits dwindle on the front end, the Back end of the deal continues to grow even more important than just a few years ago. Listen to this episode for a quick tip on attempting to gather their finance or at least the opportunity to sell a few finance products.
We are all at work lots of hours a day but we don't all work lots of hours a day. If we change our perspective and maybe our attitude, may be we can sell more cars. Quit wasting your time wasting time and quit wasting your customers time by pre qualifying them and skipping steps. All that can happen is you will make more money.
Quit negotiating with $500 and $1000 increments when you only need to use $50 to $100 to close the deal. Listen up to this episode and find out how my friend has substantially increased his gross.
The deer in the headlights look a salesperson has when taking out the 1st Pencil can be softened of maybe even eliminated when both sales manager and salesperson is prepared.
Sometimes as managers and senior salespeople we tend to forget the early years in our career. We forget the trials and tribulations we experienced trying to get that customer over the curb and busting bugs in the car we sold to them. Let's listen to a few ways we can remember the days......
If we just sit back and relax when it comes to getting better at our job the business is gonna pass us up and leave us in it's dust. It's time to take the next step towards becoming the pro we know we can be.
For a lot of us, we are in the middle of a sellers market atmosphere and living the life. But don't relax because it will end and we need to be poised to handle our business when it happens. Listen up and take notes because it could mean the end of your career if you are not ready.
We all have certain ways of doing things, but when it comes right down to it the best way is the tried and true method or what we like to call the process. Allowing our team or ourselves to stray and not be held accountable is the first step down the long road to mediocrity.
The car business is by far the easiest business to get a pay raise without even asking for it. Listen to this episode to find out just how easy it can be.
It's getting harder and harder to make a profit selling a car so we need to start looking at other avenues for gross. Adding the addendum sticker is a sure fire way to get more profit, as long as we are asking for it.
It is so much more tougher to sell a car and make money than in the past so the last thing we want to do is to eliminate another avenue of profit by giving up trade money.
We all seem to start our day off the same way but what we forget to do is to end our day the right way.
It's easy to say "I'm gonna get better", but not so easy to do it. Getting better at what we do is basically a matter of picking a skill and dedicating ourselves to working on it and role playing the proper way(s) to perform the task.
Knowing too much about the pieces of a car deal does not necessarily make you a smarter salesperson. Often times by knowing how much gross you have to work with results in less gross profit as you find it easier to take the path of least resistance and give away the farm just to get that "X" on the board.
When your customer comes back to the dealership don't make the mistake of thinking they are ready to go see the business manager. We have a couple of things to do before that happens that will greatly enhance your chances of securing the deal and making more gross profit.
With inventories being reduced due to lack of availability from the factory and fewer trades we need to know how to keep our customer on our lot and thinking about other options while they are here. Expand your inventory by asking the right questions and eliminating the "Locate" word/
Perception is reality! As professional we all need to stop looking out the window and start looking in the mirror. Do we like what we see? By just changing your mindset just a little bit and begin to believe we are professional at what we do can often times make a huge difference in what people see and how they perceive us to be. I choose to be a pro inside and out and you can too.
Your customer can not make a decision to purchase if they don't get a chance to see some numbers. By getting their permission to give you just 5 more minutes, you put them in a position to make an offer.
Time and time again customers are being frustrated with the time it takes to drive away in their new car once they decided to buy. We can help them get through this trying time by keeping them busy while waiting to get into the finance office. Do this and watch your Happy Customer Scores go thru the roof.
They say the definition of insanity is doing the same thing over and over and expecting a different result. We learn to do thing well, whether good or bad, through repetition. If we were to go back to the beginning and start doing the right steps to becoming a professional salesperson over and over, the rest is easy, and selling isn't hard when you know how to do it the right way.
Every month is a new month and whether we finish strong or limped to the end we need to get in the right frame of mind to ensure this month is going to be strong.
Whenever the customer brings a so called car buying expert to the table things can go tremendously bad really quick. But if we know how to work with them you'll have a greater chance in closing them while still on a decent gross.
Remember they came to buy and if you are the right person and you don't buy into the Just Looking excuse, you have a much better chance at selling them a car.
It never fails, a customer purchases a high ticket item and the next day they are wanting to return it. Buyers remorse is not uncommon and it does not mean we did not do a good job with them. Learn to listen and you'll see how easy it is to put the customers mind at ease and feeling good about their decision to purchase.
The difference between an average 10 car salesperson and the professional 20 car salesperson is not as much as you think. It comes down to decision making and activities.
When it comes to color and equipment, customers are flexible, the question is "are You?"
The car business has changed over the past year or so but we need to stay loyal to our process if we are going to pull ahead of those not wanting to.
Most dealerships shy away from the Staffed Events and I can understand why, but there are some good ones out there and I've had the privilege of working with one of them. It's all about finding the right one and letting them do their job.
Sometimes all it takes is for us to see the end result of our efforts in a positive manner to be successful. Being mentally prepared to talk to that customer puts you in the drivers seat on your trip to sales success.
We all set goals, most of us at least, but more importantly we need to evaluate our obligations to our team, our family, and ourselves.
It's really easy to miss a sale if you are not asking the right questions. Put yourself in the best position to win by asking the questions that will help seal the deal.
Just because they insist on shopping does not mean they will, and if they do, will they the next salesperson measure up to you?
It amazes me how many cars we can sell with just the basic information on the product. A true product specialist has the upper hand all the time and it shows in gross and units.
Whether you take the credit application before or after the negotiations, you have to keep the process the same.
An easy way to take the steam out of your sales process is to get lazy and sell from your website. Keep them excited and show them the real thing.
So many times when a customer ask us to show them the invoice we either pucker up and stutter our way through or we end up getting confrontational with them when we really don't have to.
Saleswomen face different challenges than most Salesmen but they also offer a different perspective and posses abilities to listen and comprehend customers issues and intent. I want to talk to you from my standpoint as a sales manager that has witnessed the Good the Bad and the Ugly.
It's the middle of the month and it's time to put the pedal to the metal. Get fired up and go get that UP!
We all need some time to recuperate. We all need a day off every once in a while. If you've earned it, at least as far as you can tell, then take it! If not, maybe you need to relook at what you are doing those days you are scheduled to be at the dealership,
One of the most important steps in the sales process is also one of the most skipped steps, the credit application. Let's talk about how to gather this information properly.
One of the most if not the most favorite words people like to hear is their name. The smart salesperson masters the art of remembering and saying out loud, the customers name while in the midst of building rapport.
Nothing is more frustrating for both the customer and the sales manager when you are running back and forth between them, especially when it's not necessary. Get a solid offer and close at a higher rate and bump your happy customer scores at the same time.
Most people realize they need money down when purchasing a high end product on a installmet loan, we just need to ask for it and expect it.
Major purchases are emotional purchases and the highest emotional point in the process is the Demonstration drive. Do this properly and watch your closing rates go up.
One of the toughest things to do especially in the sales business is to go from subordinate to manager. Cutting the ties with the sales team you are now tasked to lead is a slippery slope.
Being able to empathize and understand what your customer is going through and being able to talk about similar experiences you've had might be just enough to get the head on a hinge en route to a sale.
When the customer takes ownership mentally your chances of them buying greatly increase. This phenomenon happens with a great Demo drive.
Sometimes it just seems like the new job is gonna be so much better, but before you take that leap take inventory of what you have and what you will be leaving behind.
Are your internet leads being managed? What is the potential results of a properly staffed and managed Internet Department? Tap into this gold mine!
How do you handle "Just Looking"? This episode we dive a little deeper into the greeting and how to professionally respond to "Just Looking".
Some of the best prospects are sitting in your CRM and will be trading today. How can you get them to trade with you?
Some people really do need to think about it! Our goal is to either close them today or do everything we can to ensure they come back. This is my take on getting the Be Back Back.
45 yes's in 45 minutes equates to a 75% close rate. Just learn how to ask questions that require a yes answer and I'll see you at the top.
The internet department with proper management and attention could be the next goldmine for the sales and finance department. Listen up and pay special attention.
It frustrates me when I see people disrespecting the sales profession by not taking it serious. What I mean is the sales people that only do this for a paycheck. It's just a job! We that choose to do this as a profession and make sales a career are stereotyped in a negative manner because of the "come to work to wait" people.
Communication is a key ingredient in all aspects of life and business, the story of Jorge Rodriguez emphasizes the importance of being able to communicate.
The hardest thing to do in the car business is to sell for gross. The addendum sticker can be the tool to get that extra couple hundred dollars and the commission that makes it worth being a car salesperson.
New salespeople and seasoned salespeople often face the same roadblock, they just can't seem to get started. It's a simple, maybe not so easy, but simple. Make the commitment to get started now!
Just because you know all the answers the customer wants to know doesn't mean you spill the beans over the phone. Get them in before you go over all the particulars, at least then you have some control over the situation.
Lets face it, the car business is not for everyone but if you follow the rules we are going to discuss in this episode there is no reason why YOU can't be a GOOD Salesperson.
Handling objections is a skill all sales people need to master and it's really not that hard to do. First and foremost, we need to be able to recognize what is and is not an objection.
If you want a quick way out of the business all you have to do is to start taking shortcuts in the process. The process is there for the specific reason to give you a road map that eventually ends up with a customer having to make a decision whether or not to make a purchase.
Using video to help sell cars has been around for a while but most salespeople have not bought into its importance.
Presenting the figures takes confidence and skill. Don't be afraid to ask for it all, especially if you did your job up to this point.
After just a few months selling cars it can be difficult to judge your performance and gauge the steps you need to get back on track and/or move forward.
It's what we do during trying times that defines us and catapults us to the top when the crisis is over.
You have to take ownership of everything you do, you should do, and what you shouldn't have done. It'll shine a bright positive light on you for all to see.
Wonder why you always get the bad customers and the top sellers get the good ones? Quit relying on the dealership to bring customers to you.
Times have changed and with the birth of the Smartphone the way we work and communicate has changed also. Let's talk about some of the good and bad.
With the Corona Virus crisis looming over our country sales forecast can be bleak, if you let them. When the going gets tough, we need to get tougher. Focus on the activities that can bring you sales and leave the negative thoughts in the trash where they belong.
If you want to exponentially increase your business get some help on the outside. Let's talk about finding and hiring some bird dogs.
In this episode we are going to discuss a few statistics that could either help or hinder sales. Depending on where you fall, these numbers will help you right the ship and continue to grow.
If you fall just short of your goal you just need to look back to how you started the month and you'll find those deals.
When the customer is waiting for you to present the pencil, show some sense of urgency before the emotions turn to logic and the defenses go up.
Times have changed but not necessarily for better or worse, just different (a little). Selling still comes down to doing it the right way.
We wonder why the world thinks we are less than honest as car salespeople, even our peers feel that way because of the few bad apples in the showroom.
We make prospecting so difficult sometimes to the point we stop. Listen to a way that is so simple, you'll want to do this regularly.
Pre-Qualifying is the first step to your last day in the Business. Treat your customers all like they can buy and you will be well on your way to a very successful career.
The process is the glue that holds everything together and if you can't find people that can adapt and follow the process then you really have no process at all.
With the right word tract and little bit of confidence, getting the customer back into the dealership can be much easier and with more success.
The question all new salespeople want answered, Let's talk about what you should expect when it comes to the number of cars you should sell on a monthly basis.
One of the worst habits a salesman can have is answering questions for the customer without really knowing the answer.
Just like anything else that we see that is super pleasant, a great Demo causes a chemical reaction in your brain that, if handled properly, lead to a sale.
Your effort goes a long way in securing a car deal and the effort you put forth is mirrored by your manager.
Sometimes we managers like to think we know it all especially when it comes to deciding if a deal is a deal or not. But that is a decision that belongs to the bank, let them have a chance to turn it down.
Don't be afraid to recommend a lease to your customers, especially if it's because you don't know how.
One of the worst mistakes salespeople make is to discount the influence of the female in the group. Fid out who the decision maker is and tailor your presentation to their needs.
Another year has passed and now it's time to reflect, reset, and rejoice. Next year will be a great one!
We all need out time off, but sometimes the dealership needs you more! Take your well deserved time but make sure you take care of the company when they call.
Too many times we make the mistake on how to handle a situation where the customer ask us to extend the term to help reach their budget. Here's one way to address it.
We are in the automotive business and we sell cars, trucks, and SUV's, NOT interest rates. Lets discuss how to handle this common objection.
If you don't have a commitment to purchase, then you don't need to take them to the closing desk!
Building a book of business will make the difference in your having an average career or being a superstar.
In the episode we are going to touch on using all the holidays of the year, serious and weird, to give us a subject and reason to reach out and to help keep our name in front of our customers.
The customer is not always right but the customer is always the customer. Don't take things personal when dealing with the tough ones.
I know we all have a list of things to be thankful for this year, let us add our customers to that list as well.
If you've never been on fire, you can't be burned out. This is a condition that effect high achievers that are not on the lookout for it.
Just like any other profession, we a have to look and act the part. This is how we do it.
You can either put your tail between your legs and draw down your inventory or you can put in place some actions to keep sales strong this winter.
We know we need it, we know it'll make us better, but we just can't get around to training.
Gaining control of the conversation right up front and asking the right types of questions could lead you all the way to a sales or appointment.
Back by popular demand. This week we will revisit the objection "Just Looking" or "just started or shopping".
You don't have to have the gift of gab and your close does not have to be sexy. Use this close and let the customer help you with it.
Your Service drive attracts 3 times more that your showroom floor and if worked correctly, it can be all you need to sell 20 plus cars each month!
A quick way to grab some of that low hanging fruit. Follow the 10% rule on your way to the top!
The two most important words to use in negotiating and closing a car deal are "Other Than"
If you want a successful career in car sales you have to make proper follow up a priority.
If your trying to find a few more dollars in your customers budget, try asking them about their maintenance cost over the past 12 months.
Nobody like dealer trading, it's a hassle and there are too many things that can go wrong. Sell what you can see, don't see what you can sell.
Sometimes you just have to call their Bluff and put the customer on the spot to isolate the real objection.
After we set up the close, we need to effectively present the numbers to our customer in a consistent and professional manner.
Focusing on the price of the car and not the needs of the customer could cost you cra deals!
Setting up the pencil makes all the difference when it comes too closing and holding gross. NO shortcuts!!
You've done everything you could do and they still need a second opinion??? Here's one more way to handle it.
Tom Lochiatto, President of MDR Television talks about prospecting via social media and the awesome rewards to putting forth a good and consistent effort.
It's all in the way your customer sees you and if they see a positive person the feeling is infectious.
Getting involved in other peoples business is not a good way to conduct YOUR business. Stay in your lane!
The Delivery is not the last step in the sales process, it's the first step in the after sale process.
Premature negotiations are a deal killer. Don't be caught off guard when the customer ask you to lower the price.
Who do you really work for? Do you know your customers can fire you and your dealership?
Not everybody will make a decision without talking to their significant other. Be prepared how to address this common objection.
How you turn a customer to F&I can make or break your deal or any future sales if it is not done correctly.
Never buy into what the customers are saying when it comes to stalling the process, don't be sold!
A proper T/O can almost always result in a favorable agreement as long as it's done right
Sometimes its just a matter of helping the customer understand why their decision to wait may not be a sound one. The Trade In Close is a method I use to help.
There are not a lot of pieces to desking a deal, however you need to make sure you have at least these basic elements in place to ensure a better chance of succeeding.
Closing on a $35,000 Price is much harder than closing on a $500 payment. You need to be able to rephrase the objection to the smallest point.
You can go to work to wait or you can go to work to work. Having a plan ensures a successful day.
Without good solid prospects always working it becomes impossible to be consistent, we need the Hopper to be spitting out opportunities daily!
Customers come to your lot to buy, so why do they say they are "Just Looking"? If handled correctly, this is an easy objection to overcome.
It's Not what you don't know that can hurt you, it's what you don't know that you don't know that can.
Sometimes your customer just needs a little nudge, The Lost Key Close might be the perfect method to use when your customer says "I never purchase at the first place I look."
Customers want the most they can get for their trade in. Here's how we can keep the most for us.
Ben Franklin was a wise man and using his decision making technique will help you close more deals.
Creating a sense of urgency on your part and the customer is essential if you want higher grosses and sales.
Want a sure fire way to seal the deal? Use this close and you'll see your success increase almost immediately.
Early Management Intervention is the quickest way to gain control and the best way to maintain it.
Getting a solid NOW commitment will eliminate lots of frustration in closing a deal and help with holding more gross.
Why would the customer choose you to be their Sales Professional? It's all in the stats!
Early on in a salesperson's career a slump is inevitable. We need to recognize it before it gets out of hand.
Whether you think you can or think you can't, you're probably right! Start thinking and believing you can do better, and you will do better.
By maintaining contact with your customers, you'll know when it's time for them to re-enter the market.
Showing up to work with the right attitude and having some enthusiasm can be the difference to having a great selling day.
This episode talks about the value building stage of the sales process. The presentation and demonstration gives the customer the opportunity to take mental ownership before they take financial ownership of the vehicle.
The Demonstration Drive is the highest emotional part of the buying process, you need to be there to take advantage.
The 2nd & 3rd Steps to the sales process is rapport building and Investigating the reasons they are buying. We're gonna discuss a few tips to get you ready to master theses skills.
The Meet and Greet is not the step to take lightly. It sets the rest of the process up good or bad, depending on how well you did.
People lie, numbers don't. This episode will discuss statistics that require your buy in if you want to be successful selling cars.
In this episode we are going to talk about running a business in a business. A cal Salespersons life mimics that of a franchise owner/manager, you have to know how it's run and who is your support.
This episode is describing what you should expect to experience your first day at the dealership.
My background in car sales and management. Hopefully you will see that I am coming from an expert, professional standpoint.
For those folks wanting a career change to car sales. What to expect and how to get started on the right track.