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

3 Proven Marketing Strategies for Small Businesses

3 Proven Marketing Strategies for Small Businesses

One of the most important things that small businesses need is a marketing strategy that is affordable and produces a high return on investment. There are …

Be More Than A Salesperson

Be More Than A Salesperson

Ease the anxiety and create an experience that is stress-free, encouraging and hopefully ends with sending them home in a new set of wheels. Leverage the …

Car Sales Advice For New Salespeople

Car Sales Advice For New Salespeople

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to sha…

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

The National Automotive Dealer Association (NADA) data for 2016, revealed that there are 16,708 franchised dealerships in the United States, who sold a rec…

Tips on Finding and Hiring Salesmen Who Have Experience

Tips on Finding and Hiring Salesmen Who Have Experience

Your dealership can't thrive without an experienced sales force. The trickiest part of this equation is finding "rock star" salespeople to he…

I just read this blog post from Seth Godin, and immediately my thoughts turned to selling cars. Seth is basically stating that too much emphasis is placed on the end of the process and not enough on the beginning. Look at your sales process. In my mind successful car salespeople always spent more time outside (on the lot) than inside (presenting the numbers). If a sale is set up correctly, on the right car, the close is so much easier. I know that there may be unforeseeable circumstances (upside down on the trade, for example) but a salesperson should never hold their breath hoping that a payment will sell a car. It doesn’t happen. How many times have you gotten a hug after presenting a trade number? How much of your sales process takes place before you even greet the guest? Think about it. Once, while training a new sales consultant, we watched another salesman take an up. The body language was begrudging at best. He walked up with his hands in his pockets and greeted the customer. I asked the trainee if he thought the salesperson was going to sell the car. The salesperson was outside talking to the customer for fifteen seconds, turned around, and came inside. I asked him what happened and he mumbled something about ‘just looking’ on the way to his desk. Who influenced the outcome of that sale? In every sales meeting in every dealership almost every week across the country someone is preaching attitude. There is a reason for this. Your outlook before you reach a customer may be more important than what you say when you get there. What do you think?

 Unlock all of the community & features  Join Now