Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

Morgan Auto Group Rises To Number 28 In Automotive News' Top 100 Dealer Group Used Sales Ranking

Morgan Auto Group Rises To Number 28 In Automotive News' Top 100 Dealer Group Used Sales Ranking

Morgan Auto Group moved up 25 spots in this year's "Top 100 Dealership Group Used-Vehicle Sales" supplement published by Automotive News. The…

Top 5 Luxury Cars for Any Type of Terrain

Top 5 Luxury Cars for Any Type of Terrain

Many automotive companies make luxury vehicles that can be driven on different terrain. If you like to take road trips to cities, forests, hiking trails, a…

My Dealership Story - Kristy Elliott

My Dealership Story - Kristy Elliott

Meet Kristy Elliott, the Dealer Operator at Sunshine Chevrolet and check out her dealership story. Learn how Kristy came from the non-profit world to …

Start With Why - David Mead at DrivingSales Presidents Club

Start With Why - David Mead at DrivingSales Presidents Club

DrivingSales was so excited to have David Mead as a keynote speaker during Presidents Club. David works at the Start With Why foundation with Simon Sinek, …

You Have a Position to Fill – Who Do You Hire?

You Have a Position to Fill – Who Do You Hire?

As much as you try to avoid employee churn, you’ll always need to hire someone. It might be to replace a staff who’s moved on in their care…

A great exercise for a sales meeting is to look at the differences between order takers and salespeople. When I think “order taker” I think fast food. Not that there is anything wrong with that, but think about their agenda. They are there to give the customer what they ask for and move them down the line. Their fact-finding is usually limited to “do you want fries with that.” Contrast that with a salesperson. A salesperson is not there to give the customer what they ask for, but rather give them what they need. A good salesperson separates “needs” from “wants”. A good salesperson builds value in their product and ties these needs to what they have. When is the last time you heard an order taker explain the features, advantages, and benefits of their cheeseburger? A good salesperson looks at objections as opportunities to sell. We could go on and on, but here is the problem: We have order takers pretending to be salespeople. They are talking to our guests. You hear them say things after the guest left such as, “I think they will be back. They like me.” Or how about, “they weren’t here to buy.” Do these sound familiar to any of you? When someone takes the time to learn their product, study how to overcome objections, and role play and practice discovering needs and wants, they will understand another thing that separates salespeople from order takers. Income.

 Unlock all of the community & features  Join Now