How to improve?

Joshua Bibee
I work for a small dealership, 3 managers, 3 in Internet, and 5 dedicated sales staff beyond the Internet, our showroom can not hold a single car. I personally average between 10-12 cars each month following the guidelines management has given us which are as follows: 50 phone calls per day from a phone list 1 confirmed appointment And don't be lazy, work service lane etc. I follow the guidelines better than the rest of the staff and to be honest I'm kinda feeling down, I have the lowest show ratio for appointments in the store, when I have the previous customers on the phone they agree to the appointment and then are never heard from again, and I have tried multiple approaches to the calls to see what works. We work in a Mazda dealership that averages 80 a month but I personally would like to average 20 at a minimum. What advice and idea can you guys come up with to boost my income and appointment ratio. Keep in mind with a fresh up I have the highest gross and closing ratio in the store. But I want more, I want the top, I want to be able to not work paycheck to paycheck and average $5,000 a month before taxes. I am open to all suggestions. We are at a critical point where managers are very stressed out about sales not pulling thru and I don't want to be the guy on the chopping block even though I sell above average.
Clint Jones
Answer a couple quick questions, and I will try to help you. How long have you been in the car business? How many TOTAL vehicles have you sold in your sales career? You said that there 3 managers, 3 internet, 5 sales...which one of those are you, internet or sales? What has sales turnover been like in your store? How well do you get along with your service manager or service advisor?
Joshua Bibee
we have eLead as our CRM chris, Clint, I am a sales associate, I have been selling for 4 years roughly, I have sold probably 275 cars throughout this time, unfortunately our turnover rate is extremely high, i have seen close to 100 new salesman in 3 years in this store alone, me being one, I always come back because the management team is the best ive ever had. the service advisor isnt the friendliest but i get along with the sales managers better than anyone else in the store
Joshua Bibee
also chris we have one manager that is extremely lazy and hes a closing manager, but he believes that the only time a TO is needed is when we cant close for gross, otherwise he blatantly refuses to do anything
Clint Jones
Josh In a high turnover store, there are orphan owners everywhere! That is a good thing. See if you can get something going with your service department, so that you can see tomorrow's appointments today. You can then plug tomorrow's appointments into the CRM to see when they bought it, what they might owe on it, and all of the other details about the vehicle that they are getting serviced tomorrow. Put together a few different scenarios for possible trade in. When they show up, just sit down with them in the service customer waiting area, and tell them that they can trade their 2009 Impala for a 2014 Impala, and keep their payment about the same. See if they want to go for a drive, and you know what to do from there. You may sell some vehicles on the spot, but more importantly you will be able to identify the customers that are giving you the vibe that they are ready to do something. You will chase these people really hard.
Clint Jones
Thank you Chris. Our industry has a shortage of salespeople like Joshua, and I want to see him reach his goals!

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