NetForum - Message Replies

Forum: Idea Exchange

Topic: New Recruit Sales Consultant Questions

Posted by: Keith
Date posted: Fri Jan 11 21:43:44 2002
Subject: Getting back into the business
Message:
Hi, I've been out of the Auto sales business for about 8 years. Sold cars for 3 years, got promoted to Fleet manager, and then to F&I. I always missed the fun, and excitement of selling cars. So, I want to come back into the industry. My question is what is the best approach? I've been running my own business, and handled the sales. With that being said I know my auto sales skills are very rusty. Should I insist on getting training? Or just jump out on the lot? Any help would be helpful.
Thank you, Keith

Subject: Getting back in
Reply Posted by: Michael Hargrove (mhargrove@bluinc.com )
Organization: My Success Company
Date Posted: Sun Jan 13 11:14:59 2002
Message:
Keith:

Although the basics steps of the sale remain the same, our customers have changed significantly in the last ten years and so our skill sets must change accordingly to stay at the top of our game. Many of the old strategies we have used for common objections or situations that come up in the transaction simply don't work anymore or at least are a lot less effective. Many of the older common practices, scheduling, and disciplines (or lack thereof) don't encourage longevity. Keep in mind, Keith, that I'm a professional trainer and may be a bit prejudiced, but I would say, NO!, don't just settle for "getting out there" without being trained unless you like working harder than you have to for a lot less money than you could be making.

Again, getting hired is the easy part (another problem our industry struggles with) and being properly trained is a continual process, so I would suggest you look for a dealership that provides training and promotes ongoing training within their sales force.

When we are well trained, the service we provide becomes better, and the easier we make it for our customers. The top earning sales people are constantly evolving their craft. The better stores are exactly the ones who continually invest in their people.

These dealerships also usually don't suffer high turnover problems, so be patient. If it's too easy to get hired, or if the dealership is constantly advertising for sales people, it's probably because it has no real hiring or screening process, it probably just throws their new hires out there without any real training, and it may even have developed (unknowingly) a mild contempt for sales people because they know first hand that "you just can't find good sales people anymore."

The best stores, Keith, know that good sales people are not found, they are grown. Insist on continual growth from yourself and from your employer.

Good luck and let us know how you do.

Bottom Line Underwriters, Inc.
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