Two Kinds of People
HARDISON'S TIPS - SALES TRAINING
Two Kinds of People
When it comes right down to it there are only two kinds of people that want to spend hours of their day at a automotive dealership.
#1. The Automotive Sales Consultant That is Making Money.
The automotive sales consultant that is closing deals, negotiating deals and delivering vehicles has no problem spending their entire day at the dealership. The day flies by and at the end of the day they know that they made more than most people do in a week. That is not all automotive sales consultants, but only the ones that are busy taking ups, selling vehicles and collecting commissions.
#2. Customers and Want to Be Guest
Sometimes we forget that the people that visit our lot and look at vehicles really want a new one. Sometimes we call them Tire Kickers or Brochure Collectors, but in reality they want a new vehicle. I have sold both new and used vehicles to many of these kinds of people, but rarely on their first visit. Granted on a Saturday or any day that the lot is full of prospective buyers do I want to spend my time with "Brochure Collectors" or "Tire Kickers", but during the week when traffic is light or almost non-existent I would rather spend some time with this type of future buyer than stand around with the other sales consultants while they are complaining about no traffic (The Up Bus waiters).
Sometimes they don't think they can buy a vehicle now or they are unsure, but I see it as potential future income. I have shown these types of guests how they can buy a vehicle now and some later after some follow up. No not all of them and not even a large percentage of them, but I did eventually sell some of them, enough of them to make a difference in my income.
If you can add one or two sales a month by talking to "Brochure Collectors" and "Tire Kickers" what would that do to your monthly volume bonus or annual income. And without spending any more time at the dealership than you already do, wouldn't that be worth it? Or would you rather spend your time joining the sales people that complaining about the traffic or their weak commissions?
Make it a champion day!
"SALES TRAINING MATTERS"