What To Do When It’s Down To The Wire…

Ask Joe… “What do you do when a customer
comes on the lot right at closing time?”

Smile, give them a hug, thank them for coming in, but don’t be angry because someone walked on the lot to give you a chance to earn $300-$500 in commission, just because they’re shopping on a different schedule than you work.

Commission-based selling means, “no guaranteed earnings”. Based on that, I always thought, “no guaranteed earnings” meant you should talk to anybody you can, whenever you can.

I can’t even count all the vehicles I’ve sold after closing time. We closed at 9, and if someone pulled up after the chains were pulled, we unlocked the chains. If someone saw the lights on at 10, because we were delivering a vehicle late, we talked to them. If we delivered them at midnight, and somebody else pulled up, we talked to them, too.

Is that ‘Old School’? No, just commissions with no guarantee.

Is that something you should do every night you’re on the late shift? No, I never suggested that. In real life, you don’t have to worry, because it doesn’t happen every night.

I could never understand why a salesperson on commission, wouldn’t want to stay a couple of more hours to sell a vehicle and earn $300-$500 for those next two hours.

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