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.
×
Megan Barto

Megan Barto Finance Manager

Exclusive Blog Posts

Devising a Perfect Landing Page

Devising a Perfect Landing Page

When your business is taken online, you have to make sure your website is generating customers and visitors. This is one of the most important things in on…

Why Writing Down Sales Goals Inspires Action

Why Writing Down Sales Goals Inspires Action

As you're considering your business plans for the upcoming year, you may have decided that you want to start setting larger goals for your business. In…

Most Valuable Insight WINNER - Ian Curickshank

Most Valuable Insight WINNER - Ian Curickshank

How well does dealership VDP engagement correlate to car sales? What do you measure your online marketing on? I'm sure lead form submissions are…

New Vehicle Retail Demand Slumping, Edmunds Forecasts

New Vehicle Retail Demand Slumping, Edmunds Forecasts

SANTA MONICA, Calif. — April 26, 2017 — Edmunds, the leading car shopping and information platform, forecasts that 1,431,695 new cars and trucks …

Bimmer-Con To Feature Daryl Dixon Motorcycle Giveaway In Benefit Of Female Veterans Unite, Inc.

Bimmer-Con To Feature Daryl Dixon Motorcycle Giveaway In Benefit Of Female Veterans Unite, Inc.

BMW of Sarasota will host its first ever BimmerCon on Saturday, April 29th from 6:00 p.m. to 9:00 p.m. at its dealership located at 5151 Clark Road, Sa…

Why can't you be excited?

Having been in this business for 6+ years, when it’s time for me to buy a car, it is not an emotional decision at all.  In fact, it’s more often than not a business decision. “We need one more car to hit our goal for the quarter - Megan, what do you want.” my General Manager has said to me a few times.  

Heck, even when he asks me “What color do you want in your new Accord?” My response -  “Which ever color the oldest unit in stock is.” 

Anyone else out there reading this has said that before?

Think about it from our customer’s perspective.  I’m writing on this subject because I just sold 2 good friends of mine 2 cars - at the same time.  They came in looking for 1, with no intent to purchase that evening, and left with 2.  Not the first time this has happened and I’m sure it’s not the first time you’ve heard it.

Buying (for people outside of our industry) is mostly an emotional decision.  Sure, it comes down to the numbers - but if the customer only likes the car - they won’t buy it.  You have to help them love the car.  

When you’re standing there, doing the walk-around, driving down the twisty roads, and the highway during the test drive, feel your customer’s excitement - this is a new car for them! It’s the second largest purchase most people make in their entire lives (the first of course, being a house), it needs to be the right one for them and they need to feel good about it.  

My friends, didn’t think it was possible, and were super-grateful.  Being good friends with them, it was easy to share in their excitement.  But step back from that & think -- you’ve spent 2+ hours with these customers - why can’t you share in the excitement with all of them?  It’ll probably make your job more fun (& may just help you tell sell a few more units, too!).


I would like to thank Kevin & Stephen for inspiring this post - I couldn’t have done it without them! 

Barry James
Great post Megan - I think once you know the customer has fallen in love with a car your 90% of the way there
Megan Barto
Thank you! :-)

 Unlock all of the community & features  Join Now