Listen Now

Knowing too much about the pieces of a car deal does not necessarily make you a smarter salesperson. Often times by knowing how much gross you have to work with results in less gross profit as you find it easier to take the path of least resistance and give away the farm just to get that "X" on the board.

When your customer comes back to the dealership don't make the mistake of thinking they are ready to go see the business manager. We have a couple of things to do before that happens that will greatly enhance your chances of securing the deal and making more gross profit.

With inventories being reduced due to lack of availability from the factory and fewer trades we need to know how to keep our customer on our lot and thinking about other options while they are here. Expand your inventory by asking the right questions and eliminating the "Locate" word/

Perception is reality! As professional we all need to stop looking out the window and start looking in the mirror. Do we like what we see? By just changing your mindset just a little bit and begin to believe we are professional at what we do can often times make a huge difference in what people see and how they perceive us to be. I choose to be a pro inside and out and you can too.

Your customer can not make a decision to purchase if they don't get a chance to see some numbers. By getting their permission to give you just 5 more minutes, you put them in a position to make an offer.

Time and time again customers are being frustrated with the time it takes to drive away in their new car once they decided to buy. We can help them get through this trying time by keeping them busy while waiting to get into the finance office. Do this and watch your Happy Customer Scores go thru the roof.

They say the definition of insanity is doing the same thing over and over and expecting a different result. We learn to do thing well, whether good or bad, through repetition. If we were to go back to the beginning and start doing the right steps to becoming a professional salesperson over and over, the rest is easy, and selling isn't hard when you know how to do it the right way.

Every month is a new month and whether we finish strong or limped to the end we need to get in the right frame of mind to ensure this month is going to be strong.

Whenever the customer brings a so called car buying expert to the table things can go tremendously bad really quick. But if we know how to work with them you'll have a greater chance in closing them while still on a decent gross.

Remember they came to buy and if you are the right person and you don't buy into the Just Looking excuse, you have a much better chance at selling them a car.

It never fails, a customer purchases a high ticket item and the next day they are wanting to return it. Buyers remorse is not uncommon and it does not mean we did not do a good job with them. Learn to listen and you'll see how easy it is to put the customers mind at ease and feeling good about their decision to purchase.

The difference between an average 10 car salesperson and the professional 20 car salesperson is not as much as you think. It comes down to decision making and activities.

When it comes to color and equipment, customers are flexible, the question is "are You?"

The car business has changed over the past year or so but we need to stay loyal to our process if we are going to pull ahead of those not wanting to.

Most dealerships shy away from the Staffed Events and I can understand why, but there are some good ones out there and I've had the privilege of working with one of them. It's all about finding the right one and letting them do their job.

Sometimes all it takes is for us to see the end result of our efforts in a positive manner to be successful. Being mentally prepared to talk to that customer puts you in the drivers seat on your trip to sales success.

We all set goals, most of us at least, but more importantly we need to evaluate our obligations to our team, our family, and ourselves.

It's really easy to miss a sale if you are not asking the right questions. Put yourself in the best position to win by asking the questions that will help seal the deal.

Just because they insist on shopping does not mean they will, and if they do, will they the next salesperson measure up to you?

It amazes me how many cars we can sell with just the basic information on the product. A true product specialist has the upper hand all the time and it shows in gross and units.