Auto sales training article on why car salespeople stay average
by: Mak |
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Whether you're average or a superstar car salesperson, I'm sure you still group you customers. It just all comes down to how you group your everyday customers. Take a look at the following to find out how the average car salesperson is grouping their customers.
Shoppers
Tire kickers
Lookers
Lookers
It's this type of grouping that is just killing the average car salespersons paychecks. But on the flip side, the superstar salespeople in the car business view these customers in one way. And that is that all of these people are BUYERS! Think for a moment and you'll realize that all of these people will buy a vehicle now or sometime in the near future.
If it's a "looker" they will look until they buy a vehicle. The "tire kickers" will also need a vehicle. Someone somehow will end up getting the "credit criminals" approved and driving. And the shoppers will shop until they find a real salesperson. Now you need to ask yourself if they will buy from you or someone else.
Here is how successful car salespeople groups their customers
While it's true average salespeople categorize like the list above, successful salespeople also has a list. But this list is a bit different. They analyze customers into these categories:
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
I have made the above list in order. The group at the top of the list has the best closing ratio and as you get to the bottom the closing ratios decrease. Did you notice that walk-in customers are at the bottom of that list? Then let me ask you one question- why do average or below average salespeople spend most of their time working with walk-in customer? If you're average, then it's time for you to start realizing that you are working with the worst/least productive group of people.
Quick tip: The top 4 groups have a lot higher closing ratios then walk-in customers. So focus and spend more of your time on customers that are easier to close.
This quick tip can literally double your income. It might not sound like a big deal right now, but it's a lot more important than you think. If you're used to earning $35k a year, you can easily earn $70k in the car business just by switching your focus to more productive customer groups. This is not a joke. We have done the numbers and this is very realistic. But don't take this the wrong way. I didn't say to stop taking walk-in traffic. If you're free then take as many as you can. But just change your focus to more productive groups and I guarantee your income in the car business will soar.
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About the Author
Author Mak has tons of Auto sales training reports giving you exclusive car sales strategies to sell more cars. Grab a free 5 part e-course on car sales training while it's still available
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