Selling 25 cars a month is easy! Just follow these easy steps.......

"Success is the result of perfection, hard work, learning from failure, loyalty, and persistence."  Colin Powell

The Average Car Sales Professional not only has trouble making a living in the industry today, they don't know how to change things. The average North American car dealership sells around 100 cars a month these days. These same dealerships have 3 to 6 salespeople and each one speaks to around 40 walk in customers a month. If these numbers are lower for you, that is not a problem you just need to do more every day to increase your performance, opportunities and sell more vehicles.

"Opportunities are usually disguised as hard work, so most people don't recognize them."     Ann Landers

Now there are a few facts you need to know in order to understand what your current challenges are and how to turn them into opportunities to sell more cars, create more happy customers and increase your income as soon as possible.

One: The average car salesperson is able to close between 15% and as much as 20% of the walk in traffic that he or she handles every month.

Two: The average car salesperson in North America sells between 6 and 8 vehicles a month and makes between $40,000 and $60,000 per year as a result of this activity which in most cases is not enough based on the challenging opportunities they face every day!

Three: The belief that the automotive dealership or management will advertise more in order to generate more opportunities so that you can sell more vehicles every month is a daydream.

Four: If you spend your days waiting for walk in customers, or fighting with other sales team members for the few that exist you are quite simply fighting the wrong battles.

Five: The average closing ratio for appointment based traffic is 50% in North America and all you need to do is spend you spare time prospecting every day and you will dramatically impact your sales and your income. In addition, you will not need to fight your other sales team members for customers because you will have your own appointment based customers.

Here are the steps to make $100,000 or more in 2017, or $50,000 over the next 6 months.

One: Spend your free time calling your past customers, prospects, and reaching out to everyone you know, meet and anyone selling their current car for business every day.

Who to call (sources of business).

One: Any customer or potential customer that you have sold a vehicle to or ones that got away the first time.

Two: Any customer who is trying to sell their vehicle online or offline, they will need to replace it with a new or used vehicle.

Three: Spend time every day in the service drive, make friends with service staff, Service Managers, Service Writers and customers. Make sure you take care of any staff member in service who refers you a customer who buys a vehicle. I would recommend getting lunch every week for the entire team, it works!

Four: Send hand written thank you cards to you customers when you sell a car and don't forget to include a few cars. Also remember to tell every customer that when they refer you a customer they will receive a personal thank you gift from you.

Five: Think outside the box, give every person you meet in a day a card and tell them what you do. If the people you meet know what you do you will create opportunities to sell more vehicles every day!

Six: Take some time every day and look for vehicles parked on the residential streets around your dealership.  When you spot one that would be easy to sell, write a personal note on the back of your cars and leave it in the driver's door, it works!

Seven: Use Social Media and the internet, to become your local automotive network and promote your skills and expertise. Make sure to use every tool available to connect with customers and sell more vehicle.

Here is the math:

Current opportunities = 40 walk in customers  =  8 cars sold a month

New monthly target = 120 monthly opportunities 40 walk in customers and 160 appointments = 60 appointments that show (50%) and 50% that buy = 20 cars sold plus the 8 cars you are currently selling now.

Based on 28 Cars sold you should be able to earn over $100,000 a year.

In order to get 160 appointments per month you will need to have at least 320 conversations which breaks down to 27 every day. (20 days of prospecting every month). In order to make this happen you will need to make 80 and 100 calls every weekday. Remember that of the 100 attempts every day you will only have 20- 30 conversations every day. The remaining 70% of the calls will result in a voice mail message if that option exists.

Since 70% of the calls you will make every weekday will most likely end with an answering machine not a conversation voice messages are crucial to your success.  Remember that short effective messages work better than long ones with lots of detail. A voice mail message can create  a large volume of calls from customers if executed flawlessly. If you are looking for great examples think back to the brief messages your mother, father, girlfriend, boyfriend or wife have left you over the years.

Here is an example: Hell0 (customer first name), I have something very important to speak with you about and this information is time sensitive. Please call me back ASAP at (your number), that's (your number).

I developed great phone skills by just making lots of calls every day for yearsI also improved my techniques and loved the challenges calls created. I also realized that I could increase my income to any number I desired by doing the activity required.Set a goal of 40 cars a month, do the math, make the calls and the results will happen it's that simple.

Lessons from the Best Salesman in the World (Joe Girard)

https://en.wikipedia.org/wiki/Joe_Girard

Thank you for taking the time to read my article and I am looking forward to hearing about your success and I hope I have helped you make it happen.

Ian Nethercott

All Invites welcome:

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