We're killing the Professional Auto Sales Person

I've been in the Automotive Industry since 2005.

From my first day I've always been amazed at the lack of true Professional Automotive Sales People in the industry. They are a dying breed.

But who's killing them? Where have they all gone?

My opinion is the dealer's are to blame. The trend has become GET THE MANAGER IN ASAP, and get the Sales Person OUT. Really, they are to have similar roles as a Walmart greeter..

"Welcome to ABC Auto Sales :) , I will be your Selection Specialist"

We've given up on them ...

We train them to greet the client, select a vehicle, assist with a demo drive, then TOUCH DESK and turn them over to the Sales Manager or Floor Manager.

It's funny over the past 10 years I have watched how the "Manager Takeover" keeps getting earlier, and earlier, and earlier.

I remember it was get the manager in at the close, then at serving numbers, then it went to after the trade appraisal, then before the trade appraisal, Ok right after the demo drive. Actually get them in before the demo incase you've selected the wrong vehicle... well maybe just get them involved at the selection stage so we can be sure. You know what, Just SAY HELLO, then turn them over the a manager.

It's crazy...

As an industry we've given up. Chosen the path of least resistance. We're killing the Sales Person.

Look what we need to do is get back to investing in our Sales People. Train them, I mean real training. Not hiring some washed up third party ex-sales Person to talk to them for a couple hours twice a year.

I mean get them SOLD on themselves. Instil the drive, the hustle. Teach them how to truly build rapport, establish a clients real wants & needs, find out how your product will solve their problem, and CLOSE the deal. I don't want a floor full of greeters, I want a floor full of managers.

Push them to read, to invest in themselves. Train daily. Get them obsessed.

Don't be quick to discipline but slow to train. Mentor & Lead, don't Degrade & Accuse.

Those of us who naturally caught on sometimes forget how difficult it can be for someone to learn whose not a "natural". However I believe with the right mentor, and proper training and investment anyone can be a Professional Sales Person.

Are turnover rates so high in dealerships because so many sales people don't get it ? Or maybe its because the manager didn't know how to properly train the sales rep.

It's time we get back to creating real Professional Sales People in our dealerships that adapt a new age process that fits with todays fast paced - internet based world.

That, or just get it over with and go buy the greeter vests...