If you are going to be a successful car salesman the art of switching cars is something you need to master. It’s said that over 80% of people that buy a car buy something different than they planned on buying. It might be color, trim level, used rather than new Read more…
If you consider yourself to be a car guy or girl it might already be too late for you. You may already be addicted and there is no turning back now. I am not sure of how, but it just happens and before you know it you want more and Read more…
Sometimes we forget this very basic fact when it comes selling cars and an important car sales tip. We are often trained to sell, sell, sell, but too much of a good thing can be a bad thing. When you walk into a clothes or furniture store and the salesperson Read more…
The beginning of the auto show season is upon us and it has kicked off in Los Angeles, California. Most of us in the trenches don't get a chance to see new and debut vehicles before the public, but you might if you get a chance to attend one the Read more…
There is no question that the car gets sold at the dealership, but the recent numbers tells us that somewhere around 70% of all sales involve the telephone. It could be a "Phone Up"' an outbound call made during long term follow-up, a call made from an Internet Lead, a Read more…
How many times have you heard a potential car buyer say I want to think about it? Probably more times than you care to remember and you are likely to hear them say it again and again unless you have done your job correctly. Do buyers really need to think Read more…
We all joke about Be Backs, but you can sell more cars when you work the ones that don’t buy from you. I am not saying that you should buy their story about coming back because they are usually just looking for away to get out. However research shows that Read more…
It is time to get with the program because the world is changing and before you know it everyone will be an Internet customer. Smart phones, iPads, Kindle Fires and the like are growing at a phenomenal rate and I don’t see it changing anytime soon. If you have been Read more…
This is the third installment of "Why Car Salespeople Fail" you can see part one here and part two here. 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 Read more…
I get a lot of emails asking about how to get more showroom traffic and Fresh Ups, but the answer is not an easy one. It is a two part answer and one part is the responsibility of the dealership and their advertising budget for print, radio or television, but Read more…