Sell More Cars with Stories Have you ever heard the saying “stories sell”? If not, you should pay close attention because there is merit in that saying. I am not saying you must make up tall tales or spin a yarn. You should collect the stories that your customers tell Read more…
Not too long ago a car salesman could get in front of enough customers every month to sell enough cars to make a good commission. However, things are bit different today and selling cars today is more than a numbers game. Dealership showrooms are seeing less and less traffic today. Read more…
You might want your customer to think that you are selling the perfect car, but you’re not. You are selling them an automobile and if it were perfect the dealership wouldn’t need you because people would stand in line to buy that car. So why does almost every car salesman Read more…
Emotions and Selling Cars Most people consider buying a car as a business transaction without room for emotions, but they couldn’t be more wrong. A successful car salesman or successful car saleswoman knows that emotions and selling cars can play a very large part in the purchase of an automobile. Read more…
A few months back I was reading an article in Inc. magazine talking about the six ways to get customers to say yes. It referenced a book about persuasion and what makes customer say yes. I thought it was very interesting and that I would cover the six topics as Read more…
Nobody Wants to Get Sold, But Everyone Wants to Buy Sometimes we forget this basic fact regarding selling cars and an essential car sales tip. We are often trained to sell, sell, but too much of a good thing can be harmful. How do you react when you walk into 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…
Assume the Sale or Else I am sure you have heard the term “Assume the Sale” many times, it’s thrown around all the time when it comes to selling cars. However, not everyone realizes how important it is to be successful in the car business. It should start on 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…
Take a look out on the showroom floor of any 100-car dealerships around the country and you would probably be lucky to find 75 car saleswomen. What was typically a profession that was once considered suitable only for a man is slowly changing, but it is changing. Ten or fifteen Read more…
I have received numerous emails on this subject from both newbies and veterans so I thought it might be a good idea to write a post on what happened to the showroom traffic. Only a few short years ago you could go to any auto dealer in the country see Read more…
The primary objective of the car dealer BDC is to get them in the door because they can’t buy a car over the telephone. People that call into an automobile dealership are looking for information, it could be questions about service, it might be about your store hours and it Read more…
There is no question that we all sell cars to make money, but what do you think about the selling profession? Are you proud of what you do or do you avoid the question? Is being a car salesman a dignified occupation? Many people see the automobile salesperson as a Read more…
Closing Ratio Selling Cars By The Numbers When we talk about selling cars, it concerns the closing ratio numbers. Everything we use to determine our success when selling cars for a living is a number. How many cars were sold this month, how many ups, gross, average front and back Read more…
It sounds easy, just sell more cars right! It doesn’t take a rocket scientist to tell us that we need to sell more cars so we can make more car salesman commission. The person that is selling cars for a living that works on commission knows that there are only Read more…
The car buyers emotions are the quickest way to sell a car. Yes, that’s right. People buy cars using their emotions. Even the mooch that is all about price is buying a car with their emotions. Some of the car buyers emotions are easy to spot and focus on, while Read more…