How will you treat your next prospect?

A. Do you assume everyone is a buyer, and head out with a smile on your face and a spring in your step, as you ‘welcome’ them to your dealership?

B. Or do you kinda stand back, watch them for a minute or two to see what they’re looking at, while you decide whether you think they came to buy, just look or ???

In the 2nd year of COVID, I was trying to buy a couple cars. Stock was low, prices were high, and customers weren’t buying much.

So you’d assume that every salesperson who saw a customer would see pure gold and hope they’d have something in stock close enough to what they wanted, so they could make a sale.

I went to 10 or 12 different dealerships over a few months trying to find something close to what I wanted.

80% were slow to approach and kinda waited for that ‘hey I need some help’ nod, and I did, to get them to come out to talk to me.

None introduced themselves or asked me my name, and no questions about what I wanted or needed. None offered a demo, I had to ask. One, on a Raptor, told me they don’t do demos without a credit app first. I said, “OK, see ya,” and then he said, “I’ll get them to OK it, let me get a key.”

Too little, too late, especially for the chance to pay $30K over sticker.

Most of the salespeople I talk to had no experience, couldn’t carry on a conversation, and didn‘t know how to ask questions.

Bad News…

If 90% of your communications with people have been by texting, that isn’t the level of communication skills you need in sales.

Texts are shortcuts that go back and forth. In sales, short conversations die fast, and so do your chances of selling a car.

Customers are already uncomfortable, and if you don’t know how to greet them or how to learn what they want and need without sounding like an interrogation, good luck, you’ll need it.

Selling cars and other expensive products is an 8-step process that you have to walk or pull them through, or there’s no sale.

It’s real easy to teach you all the questions and skills you need, if you attend any of my 2-day sales workshops, or if your store has JVTN®. Just follow my directions. We’ll turn your brain on and get your mouth working for a successful career in sales.

Seriously!

You can easily bump your sales and income 50%, without breaking a sweat. All you have to do is set a realistic improvement goal for 2025. Then take my training, and do the work to make it happen.

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a soft cover book.