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Ben Herring

Ben Herring Internet/Sales Manager

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

Saving Pepto Bismol

Salespeople.  Can't live with'em; Can't live without'em; Can't shut them up!  There are always two distinct types.  You have one guy who doesn't always help cover the floor.  He may not even answer the phone calls.  He makes you wander why do I even bother?  You take a shot of Pepto Bismol and carry on.  Then there's his inverse.  He doesn't meet a stranger.  He will call every person in the CRM system, even people he shouldn't.  He even talks himself out of deals.  You know both people.  You have both people on your staff.  You have to take a shot of Pepto Bismol over both people almost every day.  Ok, I know.  Enough with the Pepto.  

Both are good hires and bad hires.  The good hire can be a 15 car a month producer.  (I don't have low expectations.  It's all relative.)  Their CSI scores never fall below 100.  One third of their monthly sales are word of mouth referrals.  The bad hire couldn't burn more floor ups if they had mad cow disease.  Refuse to follow up with deliveries.  And to make things worse, their paperwork is so bad, the finance manager threatened to light them on fire next time the credit statement was incomplete.  And its only Tuesday.

There is no substitute for excellent recruiting and hiring.  But, let's be honest.  We're to shoulder blame too when they are not trained properly.  We should clearly communicate what is expected. Covering the floor is part of your daily tasks.  It's not a option.  Following up with new owners is mandatory.  Working your daily plan in CRM is a basic fundamental of successful selling.  The "Up Bus" isn't stopping by today.  The only bus has a flat tire and may restrict outward visability.  We can't depend on it.  Talking to orphan owners is the best "Up Bus" there is today.  You just have to teach them how to converse with these people.  They already have done business with you in the past.  Managers also need to be able to tactfully tell your sales reps there is a time to be quiet.  Customers don't want to hear "sales pitches" anymore.  They want informative conversation.  Don't tell them unobtainable interest rates, sale prices, or empty promises.  You will attract more bees with sugar than vinager.  Asking for referrals should also be standard practice.  Not everyone will give up their friends and coworkers.  But, it's technique that makes a successful referral and sale.  That must be learned.....from us! 

 

    

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