From May 2007 through April 2008 I worked in the car biz as a sales manager, a “closer.” I observed a lot of interesting things while managing a crew of sales people at the largest Chevrolet dealership in Phoenix, AZ. Three of the main things I learned from working for that job: 1. Working for someone else blows. 2. Selling for yourself is much easier and pays better than managing salespeople 3. The 12 steps to selling a car and gaining referrals(This is somewhat a joke, somewhat…)
I wrote this on a whiteboard in a sales meeting I was doing one time at the dearlership as a joke to my salespeople, I was describing how my top salesperson did what he did, and why he was so good at getting referrals from his clients. It’s actually sick but the process really did work well for him for some reason, very well. I actually wrote this post almost 2 years ago. I came across it tonight while checking out the first blog I ever started(in which I only made 4 posts) -
Friday, January 9, 2009
HOW TO SELL CARS.
1. FORCE CUSTOMER INTO BUILDING.
2. SHOW CAR ON COMPUTER.
3. DO NOT LET CUSTOMER DEMO/DRIVE CAR.
4. WRITE UP THE DEAL.
5. CRY TO SALES MANAGER.
6. SHOW CUSTOMER THAT YOU ARE LOSING MONEY ON THE CAR DEAL BY
INCREASING COSTS IN THE SHOP TO THE VEHICLE IN THE BACK SCREENS OF THE SYSTEM AND PRINTING THE PAGE TO SHOW THE CUSTOMER.
7. CLOSE DEAL BY TELLING THEM YOU WILL GET THEM HOOKED UP(DETAIL, FLOOR MATS, KEYFOB, WHATEVER THE HELL THEY WANT HAH YOU YOU WON’T BE DOING THIS.)
8. TAKE CUSTOMER THROUGH FINANCE OFFICE.
9. SET THE APPT FOR WHATEVER YOU PROMISED THEM WHEN YOU CLOSED THE DEAL FOR YOUR NEXT DAY OFF.
10. WALK THEM TO THE CAR BUT QUICKLY ACT RUSHED LIKE YOU HAVE YOUR NEXT DEAL WAITING AND GET THEM OFF THE LOT BEFORE THE NOTICE OR ASK FOR ANYTHING.
11. NEVER ANSWER CUSTOMERS CALLS.
12. SELL ALL THEIR FAMILY AND FRIENDS CARS.