I have talked to many people over the years that bought cars and most of them said that the sales people from other dealerships never or rarely called them to follow up after their visit. They said that they assumed that the salesperson didn’t care if they bought a car or not once they left the dealership. I have noticed that there has been a trend over the last few years that more sales people are following up with their Be Backs, but it is not significantly higher than it was. So why did these people come back to buy a car? Because the salesman followed up with them and seemed to be genuinely interested in helping them purchase a vehicle. The net result is that the car salesman that is following up is selling more cars than their counterparts.

Be Backs are Buying Cars

Very few people come to a dealership to spend an hour or two with a car salesman unless they are going to buy a car. It doesn’t take more than a couple of minutes to follow up with your Unsolds via the telephone or email, but if you want to sell more cars you better start making some calls with the people that you didn’t sell yesterday. Granted you will learn that many of them bought cars after they left your dealership, but not all of them. When you follow up with a customer from yesterday that you weren’t able to close they might tell you they bought already, they changed their mind and they are going wait or they will be pleasantly surprised that you cared enough to call or email.

The people that you talk to that give you excuses like they bought already or that they are waiting don’t want to talk to you for some reason or another, but the ones that will talk to you and tell you what is going on can be your ticket to your next sale. So the next order of business is to get them to return to your dealership. However you need to give them a good reason to come back. The reason needs to be compelling, or informative so they have a reason to return that benefits them. It could be to have another look at their trade-in, new incentives or you believe that you can get closer to their price (don’t make any promises on the phone and check with your Sales Manager first) or maybe you did some research on the vehicle they were considering and you have the answers to the questions they had while they were there earlier.

Be Backs Will Help You Sell More Cars

When a Be Back returns to your dealership the closing ratio is significantly higher than it was on their first visit. In fact most Be Backs sell on their second visit. You have several things on your side when you are able to bring a Be Back back into the showroom. 1. One is that they are ready to make a purchase or they wouldn’t bother. 2. They are getting tired of shopping for a car want to get it over with rather than visit more of your competitors. 3. They know where you were last time on price and trade value so they won’t expect crazy results.

I am not saying that you are going to get a great number of Be Backs to comeback and buy a car from you, in fact the percentage will be quite low. However the time you spend with customers that return to your dealership will be less than the first time and they are very likely to leave with a car. This is a great way to add a few more sales to your monthly car count which will allow to you to sell more vehicles month in and month out and often help your reach a bonus.  Don’t count on Be Backs because we have all been disappointed in the past, but this one easy way to add a couple deals a month and ultimately sell more cars and make more commission.

Later, Fresh Up on the Lot

KB

You can sell more cars too! Get the Car Salesman Book.

Start generating Your Own Customers and Get Be-Backs Back-Prospecting Referrals and Follow-Up

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I have seen and have been involved in many car Internet deals that were 3, 4, 5 and Six Pounders. Granted the customer will walk through the door with their quotes and all their research wanting to buy a new car for a $1000 back of invoice, but there are plenty of “Fresh Ups” that think the same way. The question is whether you are an order taker or a car salesman?

Internet Car Buyers and Profit

If you are an order taker you can count on seeing your commission check get smaller and smaller in the future, but if you are a car salesman and do your job you can make some real coin. When I say do your job I mean that you will sell the vehicle, demonstrate and test drive the car and maybe even switch cars. You will sell accessories, appearance products and upgrades.

When most customers shop on the Internet for their next new vehicle they are usually focused on price. They will build a car online and they will select options based on price. However when they get to your dealership and you demonstrate some of the features and benefits of the vehicle they will start thinking about how nice it would be to have this or that, but if all you do is show them the car they came to buy you will probably make no more than a “Mini” because that is all order takers make.

Car Salesman or Internet Order Taker

If you are satisfied with taking orders and delivering cars for a “Mini” you can stop reading now, but if you are determined to make money selling Internet customers you can continue. Everyone wants a good deal when he or she purchases a new automobile, but they also want to feel good about their purchase and when feelings get involved there is money to be made. When they are sitting in front of their computer doing their car buyer research and getting quotes they are thinking about money and payment. But just like a “Fresh Up” after they test drive, feel the wheel, smell that new car smell and picture themselves in their new ride they start thinking with their feelings and emotions create opportunity.

Being able to switch every Internet car customer is not realistic, but if you don’t try you will rarely make more than a “Mini”. Emotional car buyers pay profit and you Can Make Money on Internet Customers. The same way that we successfully bump customers on price and payment is how you will get Internet customers to switch and pay profit.  Selling is the difference and that is what a true Car Sales Professional does, sell.

Whether you sell Fresh Ups on the floor or you work with Internet customers every buyer is different. There are mooches on the floor and on the Internet and you take the good with the bad or the “Minis” with the “Big Grossers”. It all works out at the end of the month. The truth is that you can make money on Internet customers when you change your attitude about Internet customers and change the way that you handle them.

Later, Fresh Up on the Lot

KB

Get Back to Selling Cars and Make Money – Read the Car Salesman GuideSimilar Posts:

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The second part of the question about getting more traffic is about the car salesman and what they can do to put the odds in their favor which is what we are all about here at CarSalesProfessional.com. You have probably heard it all before, but maybe you weren’t paying attention and that is follow-up. That subject is very broad, but the main type of follow up that I am referring to is past customers that bought over a year ago.

The car buyer bought from you or your dealership once because they felt comfortable enough to make a major purchase and the odds are in your favor that they will return as showroom traffic. Almost every day I see customers come in that bought from the dealership in the past to look for a new car, but they rarely remember their salesperson so they end up working with whoever Ups them. Sometimes the car salesman that sold them in the past is no longer working at the dealership, but sometimes that salesman is still there yet they don’t remember them or don’t care to remember them because they haven’t heard from them since they bought their last car.

Create Your Own Showroom Traffic

On the other hand I have seen a few customers come in the door and ask for a particular salesman because they received a letter, email or phone call from them about a new model, special sale or low financing rates. They felt special because their salesperson made them feel special and they returned to the same place they bought their last car and asked for the car sales professional that contacted them about the special sale or event that increased showroom traffic.

These customers typically buy their new car from the car salesman that contacted them and more often than not they paid more profit and in the end more commission to their salesperson. The customer felt comfortable last time and that is making them easier to work with this time. The end result they bought a car and you made a commission.

For you new car sales people that are trying to build a list of past customers you should know that I have seen sales people follow up with orphan customers (customers that bought from sales people that are no longer working at the dealership) and produce the same results. The customer remembered the dealer, but didn’t always remember the car salesman. If you can get your hands on some orphan customers some of your time might be better spent doing follow ups which can create more car showroom traffic for you.

Later, Fresh Up on the Lot

KB

Do You Read the Book?

You Can Make a Six Figure Income Selling Cars…..Get the Book!Similar Posts:

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Timing is Critical When Closing Car Sales

You are quickly moving right along through the steps of the sale and everything is going smoothly because your customer is following every instruction. Things are moving pretty fast, but your car buyer seems to be agreeable, their head is nodding yes after all your sentences, the walk-around and the test drive and you are thinking this is going to be an easy commission. Then you try to close the car sale and your customer looks at you like you like you put a ski cap on and pulled a gun on them.

You spooked them and they are like an animal caught in a trap. You car sales closing attempt snapped them back to reality and they are freaking out. You are asking yourself what happened. This scenario is much more common with a new or less experienced car salesman, but it still happens to even the most successful car salesman and saleswoman. Either they have been in their own fantasy world in their head or the timing of your car sales closing method was at the wrong time. Maybe you tried too close too soon or you moved along too fast and missed some of those questions and qualifying questions that need to be asked first.

Commitment Before Closing the Car Sale

Sometimes when things move too quickly and it seems too easy, the customer is not up to speed. After all you do this everyday, all day and your customer might buy a car every 3 to 7 years. You know the routine so well you are bored with it, but to your customer everything is new. They may need time to soak it all up and have it register in their head before you start closing the car sale.

Before you start trying any car sales closes you need to get some commitment from your customer. Take some time, ask them some questions, get to know them better and build some rapport. The more time you spend with them the more they will feel committed to you (this car salesman tip alone will make you more money). When you try to close the car deal after 20 minutes you might end up with the above scenario and it can be very hard to recover from a car deal that has gone sideways.

The Right Time for Closing Car Sales

Sometimes it is a hard call to make, should you invest an hour with them or are they wasting your time. If you find yourself asking that question take a look around and see if your fellow sales people are standing on the curb waiting for a fresh up or are they all working with potential car buyers. Usually they are standing on the curb, so you might as well invest as much time as you need to turn them into a car buyer. Spend the time to get the verbal and non-verbal commitments you need before you try any car sales closing techniques.

Remember that no matter what car sales closing technique you use (and there are many), you are just trying to come to an agreement between two parties, the car salesman and the car buyer. The sales closing technique is not as important as the timing. Don’t get me wrong, I am sure that I have used all of the car sales closing techniques at one time or another, but the right or wrong close at the wrong time can cause you to lose the deal and your car salesman commission. If your goal is to be a better car salesman and make a six figure car salesman income, timing is critical. More on car sales techniques so you can be a great car salesman or car saleswoman.

Later, Fresh Up on the Lot

K.B.

Are you earning a substantial car salesman income?

Do you think your initial car salesman training is enough for an automotive sales professional?

If not read the car salesman guide and improve you car sales closing ratio.Similar Posts:

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Just because you have done a great job of learning all of this product knowledge doesn’t mean you have to use it on every customer. I have seen many a salesman take a customer that was ready to buy an automobile and turn them into a be back in no time. They have either provided so much car salesman information that they started to question their purchase or they have bored them to death with details that they care nothing about until they ask for your business card.

You are not going to get paid a car sales commission for providing information. Sometimes in an effort to sell a vehicle we get caught up in trying to give them all the information and they get overwhelmed. Pay close attention to your buyer. Use the information that you gathered and focus on providing the information that supports their concerns and interests. Not every customer is interested in a detailed explanation of vehicle stability control or how a baby seat gets secured in the vehicle.

Filter the car salesman information you provide by tailoring your test drive, demonstration and walk around to your customer. A Use their wants and needs to help you sell the car by putting them in a positive light. You don’t need to show them every option or every single configuration that is available. You only need to educate them on what is going to reinforce their decision to buy a new automobile.

They have already thought about buying a car before they came to your lot and they probably have a good idea how much they can spend. They say that nearly 90% of the buyers have spent some time on the Internet looking at cars and prices before they step foot in a dealership. You stand a much better chance of making a sale when you follow their lead and listen closely for their Hot Buttons.

Everybody would like to have leather seats; navigation and a top of the line sound system, but when it comes time to work out the numbers and close the sale you are going to have to scrape them off the ceiling. Don’t talk to them about the V-6 when the 4 cylinder will be fine, don’t talk about a sunroof when they have no use for one and don’t test drive the Limited model when the base model is what they were thinking about. The price and/or payments are going to kill the deal.

Stop giving them too much car salesman information when it doesn’t support what they need to make the decision to buy a car. As we know from our car sales training product knowledge is important, but too much can send them back home to think about their purchase rather than drive it home NOW!

Later, fresh Up on the Lot

KB

You can sell more cars and make a six figure car salesman income!

Others do and so can you!

Just Read the book!Similar Posts:

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