Car Salesman's Guide To Sales
by: Mak |
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Selling used cars was once a golden opportunity. In the 1970s, 80s, and even early 90s, it was possible for a high school drop out with a little personality and the ability to bypass moral roadblocks to make over $100,000 a year. I heard a joke about it once: A parrot flies into the bar. He lands on the shoulder of a wealthy looking man.
The parrot asks, aWhatas your IQ?a The wealthy man says, a170.a The parrot asks, aHow many trials have you won this month?a He flies off and finds someone who is dressed even better. She is loaded with diamonds all around and a Gucci purse. Again, the parrot asks, aWhatas your IQ?a She says, a180.a
The parrot whistles and says, You must be one heck of a surgeon. How many operations have you performed? The parrot flies off and spots a man dressed in a tailored Italian suit getting out of a limo with a glamorous woman at his side and asks him, What is your IQ? Smiling, the man answers, 80. The parrot nods knowingly and asks, So how many cars have you sold? But today its not quite that way anymore. Auto salespeople generally make less than $50,000 a year.
Even honest dealers are hurting the unscrupulous salespeople by allowing customers to purchase vehicles and do everything at once from their computer and over the phone. Dealers like Used Cars in Oklahoma are making it harder for high-grossing salespeople to earn their living. The Car Salespersonas Greatest Asset It is ironic, but in this age of information where consumers have access to just about everything that the car salesperson knows, there is still one major flaw that can be exploited. There is TOO much information out there! Everything has a spin. A salesperson who really wants to make money will find those websites that help them overcome the intelligent Internet shopperas objections.
Here are some of the things that you can do: 1) If they have a trade, go to all of the trade evaluation sites and find the one that has the lowest amount. 2) If they think youare priced too high, repeat tip one, but look for the highest value instead of the lowest for the car youare selling. 3) Send emails to everyone all the time. People love receiving emails from car salesmen. After you send the emails, call them and tell them you sent an email. They love this as well.
4) If they search the cars history and dig up negative information, be ready with articles detailing the inaccuracies of vehicle history reports. 5) If the vehicle history report comes up clean but the customer doesnt believe it, assure him that Carfax guarantees accuracy. 6) If they complain that the cars Internet price is lower than the price you quoted them, blame it on hackers on the system. If they persist then its best to avoid the topic or steer them toward another car. 7) Ask someone to make a website with negative rumors about the competition, and refer customers to that site if they are thinking of visiting or already have visited the competing dealer.
8) Post on forums and blogs that aCompetitor Aa does something really bad. People will believe anything they read on the internet, so if you post (using a fake name) that Competitor A is a known drug dealer and that Competitor B helps to fund terrorism, people will stop going to them. 9) Find a free auto classified site and make up an account. Post a fictional car similar to one of yours but priced much higher. Print it out and show it to your customers. 10) If there is anything not covered here that is Internet related, tell the customers that there is a virus going around.
The battle isnt over yet, unscrupulous used car salesmen of the world. You can fight back with these tactics and continue to reap profits, even in the age of the Internet. If youre an honest salesperson or an outraged consumer reading this, please ignore what youve just read. Its only meant for entertainment purposes.
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Atten: Car salespeople. Get your free 5 part mini e-course on car sales training. It's a must read for car salesman and women in the car business to help you sell a ton of cars.
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