Auto Sales Rockstar

1,500 Referrals on 150 Sales Step #3

L00k for my next live FB streaming mini series on: "The Magic of a T.O." Some of the topics will be: *Why your T.O's are ineffective *3 ingredients of an effec...tive T.O. *4 different types of T.O's *How to maximize each T.O *Who should T.O. your deals ...and of course much, much, more. Coming to news feed near you real soon (tomorrow night in the 9:00 hour).

How the heck do you "Split Test" your sales process? And what's the benefit for you?

1 Question to Stop Asking Phone Up's Questions are a major part of sales. Your customers have questions for you, and you have questions for them. I’m sur...e you’d agree, there are good questions and bad questions. However, the good and bad only applies to the salesperson, not the customer. Every question a customer asks is a good question (exception to the rule here). The customer is always right is a long-standing rule in business (exception to the rule there too) which makes all their questions good and relevant. Your questions, on the other hand, can be in one of three categories: 1. Good questions 2. Bad questions 3. Neutral questions When it comes to phone ups and Internet leads the customers are usually inquiring about a particular vehicle. Some people that are interested in a vehicle will pick up the phone and call you. Others will send in their information while others will just show up on your lot. This post is going to be geared more towards the person that picks up the phone and calls you. In other words, they’re on your website more than likely looking at a vehicle that they are interested in. Instead of sending their information in, they pick up the phone and call the store. Here’s a sample of the conversation: Ring, Ring: Dealership: Hello, this is Spanky. How can I help you today? Customer: Yeah, I’m on your website and I want to know if you still have a vehicle in stock. Dealership: Sure, I can help you with that. Now, here comes a question from the salesperson. Is it going to be a good question? Bad questions? Or a neutral question? I’m sure you’d agree, you don’t really want to ask a bad or neutral question. You want to ask a good question. So, in order to ask a good question let’s eliminate a bad question. Drum Roll Please. Salesperson: Which stock number are you calling about? Or, Do you have a stock number on the vehicle that you’re calling about? *Cringe* Look, folks, the stock number is totally irrelevant right now. You need to find out something much more important than a stock number which is What exactly are you looking for? And what they are looking for isn’t a particular stock number. No, they are looking for something like Comfort or convenience. It could be technology, or it could be safety. It could be styling, or it could be performance. Let me give you an example of what I’m talking about. Let’s say the customers real motive is safety. In other words, the car they're calling on, the reason they’re calling on it is because based on their research it’s a safe vehicle that has numerous safety features. Well, if the car they are calling on you don’t have now where do you go if it’s all about a stock number? If you find out what they are really looking for, then you could have several vehicles that might fit the bill. Back to the scenario: Customer: Yeah, I’m on your website and wanted to see if you have this vehicle in stock. >>> Instead of asking the neutral or bad question, What stock number is it that you’re calling on consider this as a response: Salesperson: I will be more than happy to get that information for you but let me share with you a couple of things why you’ll want to consider doing business here. Now hit them with a quick Elevator pitch or Why buy from us benefit statement. Separate yourself from everyone else in your space. Everybody else is asking, What’s the stock number you’re calling on? If you don’t have the vehicle showing up in your inventory, you’re almost guaranteed a missed opportunity because your BDC reps aren’t good enough to overcome that dead end. Give them your Why buy from us statement (you have one right?), and then follow it up with a better question like: While I’m trying to make sure we still have that one in stock, what caught your eye on that particular vehicle? Or, How familiar are you with that vehicle. Or, Other than the X Model, what other vehicles have you been looking at? Remember this: Your answers to your customer's questions are either going to take you closer to your goal, keep you neutral, or move you further apart. Make sure you’re asking good questions that will take you closer to your goal, not further away. The best way to do that is by eliminating the bad questions. If you'd like to learn how to build a business within a business by Building, Managing, Scaling, and Profiting from your own Automotive Sales Funnel then PM me for details on my next Master Class.

Do you need product knowledge to be successful in the car business? Here are 4 reasons why it doesn't matter.

Can you be successful in sales even though you weren't born with the stamp on your head, "Natural born salesperson?" Here are my 5 tips on making that a reality.

Can you be successful in sales without being a Naturally Born Salesperson? Here are my 5 tips on how to make it happen.

Being reactive and working the lot? Here are 7 tips for maximizing your time waiting on customers.

How important are the basics? I mean...it's just basic stuff right?