Car Sales: 2 Week Update

[snatchel]

Hello, Forum.

I took a job selling cars for Toyota, San Angelo. Any advice from any curent/former car salesmen?

The dealership I will be working for has a solid reputation with customers, which helped me to agree to working for them. I just couldn't do a job that required dishonesty as a sales prerequisite. I've never really been involved in sales period, so this will be an entirely new experience for me. This is not my dream job, but since my wife will not graduate for another year, and we are going to have to move so that she can go to PharmD school, I had a real hard time finding what I want locally.

Anyhow. Any advice will be appreciated! And if you are in the market for a new car.........

[fickman]

I haven't been in auto sales before, but I can give you a wish list for a salesman.

In San Angelo, you'll definitely be selling trucks. Consider becoming the "truck guy" who knows all of the relevant numbers and comparisons.

Look at an RV forum:
http://www.rv.net/forum/index.cfm/fusea ... rum/41.cfm

Learn the importance of towing beyond just the tow rating and the irresponsible claims of Toyota's truck commercials:
UVW
GVWR
GCVWR
GRAWR
GFAWR

GVWR - Curb Weight = payload capacity

Know what the listed payload includes. . .
Full tank of gas? (probably)
How many passengers? (generally 1-2 150 lb. passengers)
Which factory items?
Did you subtract dealer installed options? (bed liners, heavier tires, etc.)

For travel trailers, the hitch weight is typically 10% of the trailer weight. For 5th wheel trailers, the hitch weight can be 20-25%. You have to subtract that number from your payload.

Many truck owners are very informed. You'll also be fighting an uphill battle vs. generations of being a Ford, Chevy, or Dodge family. Know what your trucks can safely and actually do. . . don't just parrot the marketing malarkey.

Just like a well-informed, polite, courteous gun dealer can win friends and gain a great reputation in online forums among enthusiasts, so too can a good truck dealer. That RV forum I linked to has endless discussions of trucks, salespeople, liars, dealers, honest folk, good experiences, bad experiences, etc.

The exact same forum is reached under all of these names (rebadged):
RV.net
OpenRoads
GoodSamClub
TrailerLife
Woodalls
. . . others

Good luck in your new job! The fact that you're already reaching out for advice shows you've got the right attitude to study, learn, and conquer your new profession.

[snatchel]

Interesting. I have put precious little thought, and have no knowledge of towing limits. I'll start checking those out. I also went ahead and created an account with a few toyota forums.

Thanks for the advice!

[PUCKER]

Where do I start...never have been in the business but have bought quite a few cars...nothing turns me off more than a salesperson that is disingenuous and dishonest. Know your vehicles, their strengths, weaknesses, etc. If you don't know the answer, find out, don't make it up. Don't talk "how much do you want to pay per month" with customers/prospects....be fair and work for your customers best interest, that's not to say that you give the car away for free, but a fair deal for both is what matters, in my opinion. Best of luck!

[fickman]

I also went ahead and created an account with a few toyota forums.

Thanks for the advice!

Great idea! Telling potential customers what features / benefits other owners rave about is invaluable. As they say, people respond to anecdotal information much more emotionally and instantly than they respond to technical information or statistics.

[Jim Beaux]

I sold cars in the early 80's & earned distinction by achieving Ford's "National Sales Counselors", (I believe now known as Legends). This was recognition of only the top salesmen throughout the US & less than 10% achieved it.

There are too many lessons to share, but you have to decide whose money you care the most about, yours and your family, or the customer. For some reason it has become an American expectation to not have to pay suggested retail for a new car; though we will thoughtlessly pay without question for just about every other items. Try to get with the used car dept; you will make more money selling used then new. (harder to compare price)

Car sales are tough & you dont have to lie, though you have to learn to avoid certain truths. Also you will be shocked at the underhanded ways of the customer. He/she will lie, cheat & stab you in the back. Dont trust the customer. Dont trust the customer. Dont trust the customer.

The dealer treats the salesman as if he were a "lady of the night". I have seen under performers fired and humiliated only for the purpose of motivating the rest of the sales force. I will be destitute before I will ever consider that life again.

BTW' Though I will try & contain my mirth, I will privately be laughing while reading posts about how some here got the best of a car salesman. You believing that is what the salesman wanted you to believe. "Oh man, you ripped me a good one on this deal buddy. You have any friends who are looking for a car?" .....AND DONT WEAR SUNGLASSES!

[RX8er]

I am not in the car sales business but in the corporate aircraft area...... It has always worked well for me by remembering your are only sales by a title. People don't like to be "sold too", they like to be buyers.

In other words, be a facilitator and educator and people will by cars from you. After all, you are not making cold calls most of the time as people walked in looking to buy.

Good Luck!!!!!

[OldGrumpy]

Worked for a friend who owned dealership for short period back in 2004.

1. Work with your manager. He controls your future there
2. Watch out for other salesmen. They will cut your throat for a sale and steal a sale from you in a heartbeat
3. Be prepared for long hours and six days a week
4. Finance office can be your best friend and worst enemy. Watch them closely.
5. Be honet with your customer. Sometimes it is better to have less info at your hand concerning a sales offer. Couple of times I was surprised by how much commission I got on a sale. If I had had all the info in advance I probably would have guided the customer to a better offer,
6. Remember watch your back all the time. Find one other salesman you can buddy with on deals when necessary and don't tell anyone else anything

[Tass]

Know what your competition is and how they compare. (really doesn't matter what the product, dog food or trucks) Since the internet is so much more accessible, consumers will likely have already done some comparison shopping online. It's nice to find a salesman who has also taken the time to see how things compare, actually driven the Fords, Chevy's, etc. +1 on the towing info (get some examples in your mind: 2 horse trailer, boat, 4 wheelers)

Do a little profiling! I was thinking about a new dog truck...at the time I needed to haul 3 large dog crates. I can fit them in my "02 4Runner. I had a salesman who was familiar with the SUV's on the market and we had a great discussion about cargo space, rear windows that roll down, the trendy slanted roof lines, etc of all the major brands on the market.

I actually ended up keeping the 4Runner (great SUV, btw) but appreciated the knowledge.

Tass

[gigag04]

Read customer for life. Sewell consistently has the highest rated service, industry leading customer loyalty, and their sales sales guys make more than anyone else in the industry.

Good luck.

[AEA]

Don't try to be the Customer's "Friend". Just be what you are, a salesperson of a product that is there to answer any questions truthfully.

Potential buyers come to buy a car, not find a friend......

[snatchel]

After 4 days, my feet hurt and I'm exhausted. I've worked 60 hours in 4 days, made almost no money in commission, and despise 8 of my 10 co-workers.

I'm gonna keep going though, if for no other reason than to aggravate the co-workers. I know they hate me being there... I can't imagine the satisfaction I will get if I actually out-sell them.

[jmra]

Learn the importance of towing beyond just the tow rating and the irresponsible claims of Toyota's truck commercials

You mean my Tundra won't really pull the shuttle? But I saw it on TV!

[Jim Beaux]

After 4 days, my feet hurt and I'm exhausted. I've worked 60 hours in 4 days, made almost no money in commission, and despise 8 of my 10 co-workers.

I'm gonna keep going though, if for no other reason than to aggravate the co-workers. I know they hate me being there... I can't imagine the satisfaction I will get if I actually out-sell them.

The other salesmen probably resent the dealership hiring a new salesman as there may not be enough business to go around. It happens quite often. The new guy comes in and eagerly jumps on any "up" that hits the lot, thus making the other staff have to be more vigilant. Generally there is an "up" system in place where each salesman takes a turn with the traffic.

Also the new guy being inexperience will often lose a sale (thus wasting an "up") that the experienced pro would have locked up.

Just closing the sale is part of the battle, getting the car "tail lighted" is often a bigger challenge. One day I had the greatest day, I closed 5 deals, but only rolled 1.

It's a tough frustrating & fatiguing business. You will soon develop the car salesman cynical mentality.... on the lot it's the law of the jungle, you are either the diner or the dinner.

[OldGrumpy]

Dealerships notorious for hiring too males sales persons. Hire one then a few weeks later fire the guy on bottom of sales chart