Whether you like the fuzzy ones or the funny ones, to be a successful car sales pro, you have to keep the earmuffs on.
If you have been following me on Twitter or watched, yesterday's walkaround video, you might have noticed that I recently made the switch after 6+ years of selling imports to my dealership group's Ford dealership. I made this move with eyes wide open, and because of volume and personalities it was definitely an advancement in my career, but it is always interesting to hear the things that are said, the warnings that are given, by the salespeople that have been in a particular dealership for a while.
One of two things is often true with these guys. 1) They love the place they work, and you are just fresh meat that they want to razz right off the bat. 2) Some guys just can't see the forest for the trees, and while no dealership is perfect, these guys are unable to see the opportunities in the challenges. Either way, you can't let this effect your hustle. You have to keep the earmuffs on. If you do, the guys in category one will see how unflappable you are and drop the act soon enough, and the guys in category two won't be around much longer once you are producing as much as two of them.
What does this look like, though? What are these whiners and complainers going on and on about, and what does your response need to be as a true professional? First and foremost, whatever they're saying, do not get emotional about it and don't feel like you have to bring up any concerns to management. This is about the amateur's weakness and the pro's ability to rise above the noise.
If you don't like the production of the others on the sales floor, resolve to rise above. If you here a lot of the store's veterans complaining about only selling 12 cars in a month, figure out how you are going to be different and how you are going to sell 20. It has been years since I have been selling the amount of cars as the "average" salesperson in my dealership, and it all starts with believing I can hit a higher number and figuring out a way to get there that they haven't figured out. It could be working more/better hours. If you spend an extra 5 hours at the dealership each week than the average sales person will likely catch you at least one extra phone up and lot up each week. That's 8-10 extra opportunities, and if you close just 2 of those opportunities, you are already almost 20% better than the average guy. You can also look for better ways to prospect (i.e. social media, calling the dealerships orphan owners, or splitting the cost on a direct mail campaign meant to generate leads just for you.)
Salespeople love to complain about service. If the amateurs want to complain about cars not being repaired right or too much money being spent on used cars in service, let them. They'll eventually burn themselves out on used cars and that part of the lot will be yours for the taking. How can you combat a real issue with the servicing of your used inventory. Go out and drive 5-6 cars in your pre-owned inventory everyday. If you find an issue or feel something weird, bring it to your used car manager's attention immediately so it can be remedied before a potential buyer has a chance to notice it. Learn to sell around it. At the end of the day, they are used cars. If there is an issue, be ready to justify the advertised pricing being built around that issue and ask for more if they want it fixed. Before you tell me that's ridiculous, you better try it. More often than not, they will agree to take it like it is and save the dough.
Some guys want to complain about their pay or pay plan. I have never found a pay plan I couldn't work. The key to winning is always getting high-gross deals as I discussed in my 3-part Volume Vs. Gross series last week, but also be aware of your unit bonuses and other incremental pay additions that you can make add up like aftermarket and backend products and make an effort to sell these. In my current dealership, I would have to average just 21 cars each month to make $95,000 per year. That is a lot of dough for a salesperson in a non-luxury dealership.
This is just a sampling of some of the negativity you will hear, and there are three things you must always do. 1) Keep on the earmuffs. 2) Don't Add to the Noise. 3) Try to lift up those who want to be lifted, but don't waste your time on the whining masses.
If you have been following me on Twitter or watched, yesterday's walkaround video, you might have noticed that I recently made the switch after 6+ years of selling imports to my dealership group's Ford dealership. I made this move with eyes wide open, and because of volume and personalities it was definitely an advancement in my career, but it is always interesting to hear the things that are said, the warnings that are given, by the salespeople that have been in a particular dealership for a while.
One of two things is often true with these guys. 1) They love the place they work, and you are just fresh meat that they want to razz right off the bat. 2) Some guys just can't see the forest for the trees, and while no dealership is perfect, these guys are unable to see the opportunities in the challenges. Either way, you can't let this effect your hustle. You have to keep the earmuffs on. If you do, the guys in category one will see how unflappable you are and drop the act soon enough, and the guys in category two won't be around much longer once you are producing as much as two of them.
What does this look like, though? What are these whiners and complainers going on and on about, and what does your response need to be as a true professional? First and foremost, whatever they're saying, do not get emotional about it and don't feel like you have to bring up any concerns to management. This is about the amateur's weakness and the pro's ability to rise above the noise.
If you don't like the production of the others on the sales floor, resolve to rise above. If you here a lot of the store's veterans complaining about only selling 12 cars in a month, figure out how you are going to be different and how you are going to sell 20. It has been years since I have been selling the amount of cars as the "average" salesperson in my dealership, and it all starts with believing I can hit a higher number and figuring out a way to get there that they haven't figured out. It could be working more/better hours. If you spend an extra 5 hours at the dealership each week than the average sales person will likely catch you at least one extra phone up and lot up each week. That's 8-10 extra opportunities, and if you close just 2 of those opportunities, you are already almost 20% better than the average guy. You can also look for better ways to prospect (i.e. social media, calling the dealerships orphan owners, or splitting the cost on a direct mail campaign meant to generate leads just for you.)
Salespeople love to complain about service. If the amateurs want to complain about cars not being repaired right or too much money being spent on used cars in service, let them. They'll eventually burn themselves out on used cars and that part of the lot will be yours for the taking. How can you combat a real issue with the servicing of your used inventory. Go out and drive 5-6 cars in your pre-owned inventory everyday. If you find an issue or feel something weird, bring it to your used car manager's attention immediately so it can be remedied before a potential buyer has a chance to notice it. Learn to sell around it. At the end of the day, they are used cars. If there is an issue, be ready to justify the advertised pricing being built around that issue and ask for more if they want it fixed. Before you tell me that's ridiculous, you better try it. More often than not, they will agree to take it like it is and save the dough.
Some guys want to complain about their pay or pay plan. I have never found a pay plan I couldn't work. The key to winning is always getting high-gross deals as I discussed in my 3-part Volume Vs. Gross series last week, but also be aware of your unit bonuses and other incremental pay additions that you can make add up like aftermarket and backend products and make an effort to sell these. In my current dealership, I would have to average just 21 cars each month to make $95,000 per year. That is a lot of dough for a salesperson in a non-luxury dealership.
This is just a sampling of some of the negativity you will hear, and there are three things you must always do. 1) Keep on the earmuffs. 2) Don't Add to the Noise. 3) Try to lift up those who want to be lifted, but don't waste your time on the whining masses.