Automobile Sales

Auto sales isn't what I do but I was thinking about it today and one thought led to another. I was wondering how do you sell a car? If you are a car salesperson and I drive up to your dealership, get out and start looking around what do you do to sell me a car?

First, you hit with a left. Then, you hit them with a right. Then...

Did you read this? Confessions of a Car Salesman

Quote:

Originally Posted by Mikey

First, you hit with a left. Then, you hit them with a right. Then...

Did you read this? Confessions of a Car Salesman

I did read that before or at least part of it. I was was wondering what steps or what process a salesperson goes through to sell a car.

I don't sell cars. Sorry.

There is a split between dealer approaches to selling and a dichotemy even can exist within a dealership.

Track selling systems are often used, particularly in large dealerships. The sales person is trained to follow a specific canned procedure from start to finish with every prospect they approach. Most often these systems are proprietary to outside companies who have sold the dealers their system and training. In most cases the use of the procedure is obligatory.

On the other side of the fence is the very professional consultative style used by salespeople with tenure and a strong following of past customers. It is not uncommon for even the "track" houses to leave them do their own thing.

It would be rare for a newcomer to auto sales to be completely allowed to choose their own procedure for selling.

[quote=Gary Boye]It is not uncommon for even the "track" houses to leave them do their own thing.
[quote]

....let them do their own thing.

I'll add one more thing to my response to Thomas' question. In car dealerships, regardless of the variance in approach to the sales process, the underlying intent is to slow the prospect down. It is based on a practical theory that "time binds". To the best of my knowledge, all of the so-called track systems center on that strategy.

Look, I have done car sales. It is your basic Meet, Greet, Qualify, and Council.

Body language pays a big deal with a car salesman. He is paying attention to your every move and reaction. The corner of his eye is trained on your side lip to see when you smirk. If you don't look at him when you are speaking, he will probably loose interest.

Gary, could you give an example of a "track selling sytem"?

Ed, is there any meet, greet, qualify and council system?

Quote:

Originally Posted by Thomas

Gary, could you give an example of a "track selling sytem"?

You can find some descriptions on the following site, written in a real "buyer beware" mode.

http://hffo.cuna.org/guides/carbuy1.html?sub_id=12433

I can't remember any of the names of the proprietary systems.

The material on the above site is very uncomplimentary to auto salespeople and dealerships. I don't share that attitude. Some of the most professional, service conscious, and honest salespeople I've known made their living selling cars. The best and most skilled that I've known in that field were the best and most skilled I've known in any field.

I am going to read that Gary. Thank you.

I don't have an attitude towards car sales either. I have a relative that sells cars and he's cool.

Automobile Sales

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