Car sales training on why car salepeople stay average
submitted: Aug 25th 2008 |
by: Mak |
Total views: 2 |
Word Count: 439 |
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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.
Credit Criminals
Shoppers
Lookers
Lookers
It's this type of categorization that's killing the average car salespersons paycheck. But what about superstar salespeople in the car business? They view all of these same customers into one group. And it's called BUYERS! All of these customer will end up buying a vehicle now or sometime in the near future.
Guess what the "lookers", since they are looking to buy they will end up buying now or in the near future. The ones you call "tire kickers" will also need a vehicle. And those credit criminals will somehow get approved and start driving and the shoppers will get their new car as well. The only question remains will the sale go to you or the car salesperson down the street?
A list of how successful car salespeople groups their customers
What about the superstars in the car business? How do they group their customers? Well it's quite different then the list mentioned above. Below is how successful car salespeople categorize their customer base.
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.
Fast tip: Dedicate most of your work efforts to working with the first 4 groups of customers. These are the most productive customers and these are the customers that will make you the most amount of money.
Again, this tip might not sound big to you right now. But if you act on it (and we did the math and analyzed it), it can literally double your income. If you earned $45k last year, just working with the top four groups more will allow you to earn $90k or better. It's not a fantasy. These are very much realistic numbers. Now I'm not saying don't take any more walk-in. Your dealership provides them so take as many as you can. But your primary objective is to be so busy with the other four types of customers that you won't have any time to take walk-ins.
About the Author
Author Mak has many more Auto sales training articles giving you exclusive automotive sales strategies to sell more cars. Grab a free 5 part e-course on automotive sales training while it's still available
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