Is There Really a Perfect Up

I decided to write this post because the other day I heard a salesperson on the floor saying that they had a Fresh Up that was looking for a used pick-up truck for around $6,000 and he was complaining that the BDC told the customer that we had a few in his price range, but we only had one that was listed for six grand and one that listed for $10,000. He bitched, moaned and complained and before you know what happened the customer left and went down the street to another dealership.

It just happens that I know some of the people at the other store and the customer ended up buying a used pick-up at that dealer that listed for $6, 995 and paid $6,500 +++.  It was a cash deal so there wasn’t any back end and they only had $2,700 in the truck. The net result is that the deal grossed $3,800. Back out the pack of $500 and the salesman got paid a commission on $3300 @30%. They picked up $990 and it didn’t take very long. The customer was buying a used vehicle as a work truck and he wasn’t picky, no warranty, no C.S.I. surveys just a quick deal. Is that a Perfect Up or what? The car salesman that broomed him off the lot didn’t think so.

Perfect Ups Come in all Shapes and Sizes

My point is that you just don’t know what that Fresh Up you have standing in front of you is worth until you go to work. Not by asking a few quick questions and deciding if they are worth the effort, but by showing them some cars or trucks and earning their trust and breaking down their defenses. We have all sold people cars that were listed for much more money than they wanted to spend so why would we try to qualify someone in a matter of minutes. Car salesmen and car saleswomen are doing it all the time and they are the same ones that are complaining about the lack of lot traffic.

You could get a Fresh Up that wants to buy a new car, you could spend half a day with them and only get paid a “Mini” and then you still have to follow up for C.S.I. So why would the guy in the example above want to complain about a customer that is looking for a cheap used vehicle that wants to buy today? Who knows, but it is happening all over the country at dealerships everywhere. Are you like the guy above just waiting for the Perfect Up or are you making the most out of every customer that steps foot on your lot. Remember, “Buyers are Liars” until they find the car or truck that trips their trigger.

When a customer comes to your lot it is because they want to buy a car. They are not looking to waste a few hours they want a car. The Perfect Up is the customer that is in front of you. You are the difference and if you don’t sell them a car they will go down the street and find a car salesman that will.

Later, Fresh Up on the Lot

KB

Did you get the book yet, did you read it?

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They Are Saying Sell Me A Car

We have all seen sales people take a pass on a fresh up because they don’t look like a car buyer. They spot a fresh up on the lot and look the other way so someone else will take them. For some reason they pass because they don’t look like a buyer to them. Maybe they drove on the lot in a 14 year old beater or hoopdy, maybe they are poorly dressed or some other reason, but remember they are really saying sell me a car.

When you get in the habit of pre-qualifying or cherry picking your customers, you are passing up opportunities. Car buyers come in all shapes and sizes and they all have different financial situations. You never know what type of customer you are going to be working with, treat all of them like buyers. When you treat them all like buyers you will amazed how often they will buy a car or send you a referral.

Many times I have seen a new car salesperson take an Up that nobody wanted and they end up selling them a car and making a great car salesman commission. Other times I seen a salesman get a customer that is not buying today, but they followed up and sold them at a later date. They really are saying Sell Me A Car.

Stop cherry picking and judging potential customers, your sales will increase and your car salesman income. Also you will be building your customer base for future sales and referrals. Before long you will have more and more customers saying “Sell Me A Car”.

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