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

How To Find A Reliable Auto Body Repair Shop

How To Find A Reliable Auto Body Repair Shop

Finding a reliable and professional auto body repair shop is not as easy as it sounds. Unfortunately not every mechanic or auto repair shop will have your …

The Gap In Email Success - Part 3

The Gap In Email Success - Part 3

Yes Lifecycle Marketing recently released a study about gaps in email marketing. Check out the other parts of the series here: Part 1, Part 2. &n…

Are Remote Workers Happier Than Office Employees?

Are Remote Workers Happier Than Office Employees?

Here are some interesting insights about remote employees vs. office employees. I know many positions within a dealership don't have the option of remo…

Why You Need a Better Goal for 2017 than Simply “Sell More Cars”

Why You Need a Better Goal for 2017 than Simply “Sell More Cars”

The real driver of vehicle sales isn’t your new online buying widget, it’s access to credit. So, if your dealerships only goal for 2017 is to “sell m…

Car Dealer Protocol for Vehicle Sales to Customers with Built-In Breathalyzers

Car Dealer Protocol for Vehicle Sales to Customers with Built-In Breathalyzers

Working in the automotive industry is a rewarding experience, particularly working for a dealership at the front line of customer service and sales.&nb…

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