Car sales - what did I just get myself into?

jrthebassguy · #1 05-02-2008, 02:02 PM

So I finally got a new job as a car salesman over at Carmax. Some of you may know it as the used-car dealership chain owned by Circuit City.

I've never sold anything in my life before. So, any tips? This place doesn't allow haggling, so I don't have to worry about that aspect, but as far as closing the deal and whatnot, I'm a total novice.

I start my training on Tuesday, and I'm pretty excited for it, since even if I sell poorly I'll still make more than I did at my lost job. Any tips on how to sell effectively? Any stories or lessons you can pass on to me? Thanks for any help.

Trevorus · #2 05-02-2008, 02:09 PM

Don't lie to make a sale. First and foremost. It will always come back if you do!

RED5 · #3 05-02-2008, 02:22 PM

Get a copy of that movie, and Kurt Russell's "Used Cars"Combine what you can from them and go get 'em tiger. And remember; "Always be Closing"......good luck.

hbarcat · #4 05-02-2008, 02:25 PM

I worked as a salesman for a reputable dealership with a one price (no haggle) policy and they sent me to sales school to learn the "sales process". Is this what your training will be? Or will they just throw you in the deep end and hope you learn in bits and pieces?

The "sales process" is a rather complex step by step method of maximizing the number of shoppers who become buyers. It has been improved and refined over the years and is taught to salespersons world wide and it's very effective once you learn it and develop enough experience to use it comfortably. Your success as an individual salesperson will depend on you putting in the time and hard work (it really is time intensive) to build and maintain a list of potential customers whom you keep in contact with and over a period of years, you will find that you get them as repeat customers. This means that when you first start out your sales will be slow as customers preferentially go to their favorite sales person first, but you'll make more money every year that you stick with it. I can't emphasize enough that your success is dependent upon how much time you're willing to devote to it.

Number one rule: NEVER LIE! When I was hired, they told me that their reputation was what kept them in business and if people came to believe that our dealership was untrustworthy, we'd lose customers. And any salesperson who lied would be fired, immediately.

One more thing: People have been bent over the stump by too many dishonest car salesmen and it's been going on for so long that the public doesn't trust ANY car salesmen at all. Even if you're as honest as possible, most people won't trust you and many of your customers are openly resentful of you and go out of their way to insult you to your face. Many customers will lie to you about what they're looking for or how much they can afford or about their trade in or anything else they can think of simply because they want the satisfaction on lying to the evil car salesman. If that sort of thing bothers you and you don't think you can take that on a day to day basis, then that's not the job for you.

http://en.wikipedia.org/wiki/Sales_process

tplyons · #5 05-02-2008, 02:26 PM

Be personable. Be friendly. Just don't be pushy.

I've spent a lot of time in sales, and I've learned these three.

Also, know as much about the cars as you can.

Ask about the customer, do they have young children? Then a Corvette probably isn't right for them. Do they play in a band? Don't even think about a subcompact. Get to know the customer, then make recommendations based on that. Find out what's important to them and then cater to that.

Sir Edward V · #6 05-02-2008, 02:29 PM

Well, the only sales experience I have is working at a retail store (Circuit City, actually, haha), but the thing I would stress most: Treat them like you would want to be treated.

Other things:
- Don't lie to them, be completely honest and straight-forward
- Know EVERYTHING about what you are selling. That part will probably take the longest, but there is nothing like buying something from someone who knows how to answer ANY question with complete confidence that one would have on the product.
- Touched on before, but be confident. One problem I always have is I always leave room open for the possibility that I am wrong, some customers will call you out on it.

That's all I got for now, but I feel like those are good tips.

peterbright · #7 05-02-2008, 02:30 PM

Knowledge about what you are selling & personality.

MJ5150 · #8 05-02-2008, 02:31 PM

Don't wear cheap pleather jackets, or blazers with the suede patches on the elbows. The high top dress shoes that zipper up on the side are also out of the question.

Look for a common ground with the customer as you approach them. Maybe they have a sports team hat on, sticker in their current car window, hat, etc. Establish a friendship based on common ground. Not everyone, but a lot of people like to feel like they are buying their ride from a friend.

My personal experience here...I found a Dodge Ram I wanted to buy real bad. I just happened to be wearing a Florida Gators hat that day, and the salesman starts telling me how he can't stand the Gators, and how he was from Georgia and likes the Bulldogs. I looked him square in the eye and said "adios, I don't want your truck". He was shocked, and asked me if I was serious. I told him "yep, if you're going to clown on my favorite college team, then see ya later". Off I went to buy a truck somewhere else.

On that note....when you get the guy/gal who comes in and wants to keep it purely a business transaction and do it quickly, don't waste your time trying to be their buddy. Make the deal, and let them leave.

Final thought.....don't take rejection personal. Sometimes a buyer just isn't going to like anything you have for sale.

-Mike

**Thor** · #9 05-02-2008, 02:34 PM

Mastering the Art of Selling by Tommy Hopkins.

Buy it, read it, live it.

Best 20 bucks you will ever spend if your life.

http://www.amazon.com/How-Master-Art.../dp/0446386367

FL Knifemaker · #10 05-02-2008, 02:40 PM

You grab the potential buyer by the back of the neck, push his face onto the hood and say.........You BUY this EFFING car RIGHT NOW!!

I always loved that one by the Jerky Boyz

hbarcat · #11 05-02-2008, 07:16 PM

Quote:

Originally Posted by MJ5150

My personal experience here...I found a Dodge Ram I wanted to buy real bad. I just happened to be wearing a Florida Gators hat that day, and the salesman starts telling me how he can't stand the Gators, and how he was from Georgia and likes the Bulldogs. I looked him square in the eye and said "adios, I don't want your truck". He was shocked, and asked me if I was serious. I told him "yep, if you're going to clown on my favorite college team, then see ya later". Off I went to buy a truck somewhere else.

That was probably his first.......and last day as a salesman.

IotaNet · #12 05-02-2008, 07:53 PM

I have been selling for 25 years -- not cars (Primarily at IBM and Xerox -- now working for Dun & Bradstreet) but the rules are the same.

The first rule of selling is LISTEN.

Most people think that the best salesmen are the best talkers but actually, the best salespeople are the best LISTENERS.

Ask the customer what they're looking for -- then LISTEN.
Ask the customer what's important to them -- then LISTEN.
Ask questions about the customer's budget -- then LISTEN.

Nothing ticks people off more than salespeople who don't pay attention to what they're saying and just launch into a pitch. You should do about half as much talking as the customer does.

After you've listened -- and listened some more, repeat what the customer said to you ("Mr. Customer, It sounds like you said that you were looking for a car that's good on gas, about 3 years old, and made in Japan. YOu also mentioned liking something in Red. Is that right?") THEN make a recommendation.

Remember this: The average guy is never listened to. His wife doesn't listen to him. His kids don't listen to him. His boss doesn't listen to him. His dog doesn't even listen to him.

If you just LISTEN, he'll open up and give you what you need to know in order to sell him. Remember -- most people don't want to be sold -- they want to buy. Your job is to present him options that appeal to his buying criteria. The only way you can know what he wants is to listen to him.

Obviously, there thousands of other tips but Listening is by far, the most important one.

mike_v_s · #13 05-02-2008, 08:19 PM

Don't you hate it when you go to a store to buy something (like, say, a bass) and the salesman knows less about the product than you do? Remember that feeling and the amount of confidence you lost in that guy.

mike

JacoLesFlea · #14 05-03-2008, 05:39 AM

+1 on the Used Cars movie with Kurt Russel very good training video.

**Josh Ryan** · #15 05-03-2008, 08:00 AM

If someone asks to test drive a truck, don't lead them inside and ask "what are your goals?"

My goal was to drive the damn truck; and I bought one at a different dealer as I never got to try the one I was looking at. I walked up to the Jeep guy, pointed at the Wrangler I wanted and said, "I'd like to try that one". He went and got me the key, said "take your time" and let me take it for a ride on my own.

IotaNet · #16 05-03-2008, 12:36 PM

Quote:

Originally Posted by Blisshead

I walked up to the Jeep guy, pointed at the Wrangler I wanted and said, "I'd like to try that one". He went and got me the key, said "take your time" and let me take it for a ride on my own.

Hmmmm ... sounds like he listened to you.

That's all you gotta do.

RWP · #17 05-03-2008, 12:48 PM

Search everybody for a camera.

Fo' Shizzle · #18 05-03-2008, 01:36 PM

1)Know what you're talking about.

2)Do what you say you will do.... everytime.

3)Return every phone call.... everytime.

4)Try to not be an ass........

That's it.

hbarcat · #19 05-03-2008, 01:42 PM

Quote:

Originally Posted by IotaNet

....LISTEN....

Great Post!

steamthief · #20 05-03-2008, 01:46 PM

Quote:

Originally Posted by IotaNet

If you just LISTEN, he'll open up and give you what you need to know in order to sell him. Remember -- most people don't want to be sold -- they want to buy. Your job is to present him options that appeal to his buying criteria. The only way you can know what he wants is to listen to him.

I've been in pharma sales for over a decade, and this is the key, in a nutshell. Brilliant advice, IotaNet!