Good morning busy automotive sales professionals…  Have you ever stopped to think why some advertisements work and yet the salespeople who see those resulting clients usually fail? There is a correlation worth examination.

When the factory advertises a vehicle, they usually display one with all the options (that’s even in the small print) but the advertised price or payment is from a vehicle without the options shown in the advert. It’s also the same when a dealer advertises as well but even worse. So keep this in-mind and I’ll get back to this in a moment.

Have you ever wondered why a brand new (greenpea) salesperson can out-sell an experienced & well trained veteran? Think about it for a second… The brand new salesperson has no idea what he/she is doing.  He or she is polite and hungry and probably just happy to have the job.  I’d like to take a moment and examine the effects of that “hopeful” attitude… Read more…

For Managers, For Salespeople, Sales Process attitude, automotive advertising, factory, hiring, sales training, salespeople

I run into people all the time who proudly proclaim they “used to sell cars”. If I were a dentist, or a doctor or an attorney, I wonder if I would run into as many people so proud of no longer practicing the profession.  Obviously , a large part of this phenomenon is the checkered past of the car business. Many people aren’t proud to tell others that they’re even IN the car business, much less on the “sales” side of the business.

Except for the successful ones…  When they’re successful, they tell everyone they know. Read more…

For Managers hiring, published value, steps to a sale, successful, training