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

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

BDC training for 2017

BDC training for 2017

  We have a service and sales bdc team for each of our stores. One is a Hyundai store and the other is a Chevrolet store. We have Three sales Bus…

Have you ever said or been told to “get control of your guest”? You usually hear this when there is a problem with the deal. But think about this for a second. Dictionary.com defines Control as “to exercise restraint or direction over; dominate; command”. How many customers you know who will let you dominate them? In today’s marketplace the customer has so much control. There is an abundant supply of the product. In many cases they know, or at least think they know, what you paid for it. They don’t need it right now. So how are we supposed to get control of our guests? Simple. Get control of yourself. Rather than push the guest where you want them to go, lead them to where you want them to go. If you look around your dealership to the top salespeople I bet you would agree that they don’t have problems controlling their guests. They have mastered the following things: 1. Control your attitude. Often we have decided before we open our mouths whether or not the guest will buy from us. Be careful, because our attitude affects our body language. The customer may decide before you open your mouth not to buy from you. 2. Control your process. You can’t skip steps. They are there for a reason. You will be more efficient and more effective if you know your process and use it every time. 3. Control your product knowledge. Learn what you are selling. I mean, really study it. 4. Control your objections. Everyone has heard the objections are opportunities. If that is the case, you had better be able to handle all of them. You are going to get objections often. The successful salespeople have heard every objection multiple times. These objections help them sell. The quicker you can learn how to handle these effectively the faster you will succeed. This brings me to my last point, 5. Control your time. Most of us have a lot of downtime. We can waste it and talk about fishing of lunch, or we could role-play, do follow-up, study, you get the idea. Control your guests by controlling yourself. I’m sure there are more that I am missing, and I’d love to hear your thoughts.

 Unlock all of the community & features  Join Now