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Jared Hamilton
From: Jared Hamilton
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Craig Darling

Craig Darling Sales Manager

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Building a Business within a Business

    

The truth is, selling cars and becoming a True Professional is not easy. Yes, selling cars is easy for some and tougher for others. With a great desk manager and some superior training you can even make good money, this series is more about how to make great money every day, not just a few time a month.

That being said there are a few thing you should do to make yourself the best of the best.

  • Learn Your Product. Learn it so well that you are the go to guy or gal for product information. You will be surprised at the doors this will open. Aside from that, the confidence that product knowledge builds can not be under estimated.
  • Understand the CRM in your store. Know it backwards and forwards... even upside down. Most sales people try to game the system instead of using it. No matter what system your dealership is using, it is one of the most powerful tools you can have to build a lasting, referral driven business.
  • Know all of the people at your dealership by first name. Spend a little time each day talking to and getting to know your co-workers. (I am talking about service, parts, bodyshop and the office.) Sales people are not going to send you referrals, these people may.
  • Become involved in a local organization or your church. Not with the goal of selling cars, with the goal of improving the organization and your community. People will be drawn to your example, once they find out you sell cars, they will be your biggest advocates in the community and send you many, many referrals.
  • Work on your acting skills. Although we get no Academy Awards for acting, people are going to buy from the person that gives them the best show... Product, Features, Benefits and Presentation of Options. (many sales people are not doing this at all.)
  • Be totally upfront with your customers all of the time. One mistake here and everything is gone.
  • Remember, you don't get what you don't ask for. Ask for the business, ask for the referrals and ask for the gross.

Next week we will talk about a daily to-do list... What you can do that no one else is doing 

Jim Bell
Great tips Craig and something that all salespeople should do. The CRM is the backbone to the dealership. If you are out of calls to make, be aggressive and ask for orphans that are in the system. We have one salesperson that does that religiously, and is VERY successful in doing so.
Jeremy Alicandri
Different strategies will work for different dealers.

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