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:

• From Car Salesman to Internet Sales
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• Why Car Salespeople Fail – Part Two

Lack of Commitment

Time and time again I have heard people say that they will give car sales a try because they heard that the money can be good, but giving it a try is not good enough. True success does not come from giving something a try. Success in any field requires commitment and determination and especially when it comes to selling cars for a living. Being a car salesman or car saleswoman is not like any other type of sales career and it’s not for everyone. Lack of commitment is one of the top reasons why car salespeople fail.

When a person decides on a car sales career they must be committed to becoming a top car salesman and does what needs to be done to achieve the results they desire. A half ass attempt does not work in the car business. Many have tried this route and many have failed only to complain about the hours or getting paid on a commission basis, but it usually comes down to the fact that they lacked the commitment to succeed. If selling cars for a living was easy everyone would want to do it and then earning a six figure income would not be achievable. Fortunately those of us that made the choice to be a car salesperson and are stilling doing it today are successful because we have made a commitment to ourselves to succeed. There is no room for trying in the car sales business only.

Thinking that Selling is Beneath Them

This is one area that makes me crazy because I have met my share of people that think selling is beneath them. I could have combined this with “lack of commitment”, but I felt it was important to address this subject separately. Everybody sells no matter what line of work they are in, they need to sell themselves and their ability to do the job if they are going achieve any kind of success. In fact the most successful and wealthiest people in the world sell. Selling is the highest paying career in the world.

Typically the people that think selling is beneath them are usually making much less money than those that sell. I have seen plenty of these types of people in the car business over the years, but they don’t last. They rarely admit to thinking that selling is beneath them, but in their head they believe it to be true. This type of thinking will then lead to lack of commitment and the other reasons why car salesmen fail and then they ultimately do fail. If you think that selling and making a six figure income is beneath you then get out now. Take a lower paying job and hold on to your beliefs about selling.

I must admit that before I started in the car business I was one of those people, but once I started making the kind of money that a car sales professional can make my way of thinking changed quickly. You can look down on me all you want, but there are very few jobs that allow you to make a six figure income without a Masters Degree in a high paying field. There are plenty of people in the work force today that don’t have the ability to make that kind of car salesman income that wish they could. I am proud to say that I sell cars for a living and you should too if you are going to succeed in this business.

More of Why Car Salespeople Fail coming soon. Part one is here and Part Two is here.

Later, Fresh Up on the Lot

KB

P.S. Have you read the Car Salesman Book or Car Sales Closing Techniques?Similar Posts:

• Why Car Salespeople Fail – Part One
• Why Car Salespeople Fail – Part Five
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• Why Car Salespeople Fail – Part Four

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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I am sorry to say that I will be the first to admit that I did not think highly of being a car salesman before I entered the profession, but now I am quite proud to say I sell cars. I didn’t take me long to change my thinking after I could see that a six figure income was very possible. Yes, making good money is important, but if you are going to succeed in the car business you need to lose any negative thoughts or beliefs you have about selling. That is probably one of the biggest road blocks to being a successful car salesman because true success requires a commitment, both mentally and emotionally.

One of the reasons for high turnover in the car business is the way people think about selling cars. They take a job as a car salesman to give it a try until something better comes along and they usually fail and then bad mouth the business. They weren’t committed and they couldn’t see themselves as a good car salesman. Their inability to lose the negative image they have about selling ultimately causes their demise.

Sales is one of the highest paid professions in the world and one of the reasons for that is because so many people don’t want to sell. The world never portrays the salesman as the pillar of society or the good guy, in fact they are usually depicted as greedy and pushy liars. We know that is not true, but too often sales people retain those kinds of thoughts and images which keep them achieving their potential. If they stay in the business they are typically mediocre sales people and eventually leave the profession.

The moral of the story is that you need to be 110% committed to being a top car salesman. Clean out all of those images and thoughts that selling is anything less than a great occupation. Be proud to tell everyone that you are a car salesman. Embrace your automobile sales career and believe in what you do. Think, talk and act like you are the best car salesman in the world and you will become more successful. Nobody wants to buy a car from a person that isn’t confident, positive and enthusiastic about their product, abilities and their dealership. You can sell more cars when your thinking is right and you feel good about what you do for a living.

Later, Fresh Up on the Lot

KB

Read my Car Sales Book because you Can be a Top Car Salesman!Similar Posts:

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