Various Questions

Ok...pardon the various questions that I know will probably sound stupid to many of you - but mind you this is an entirely new experience for me.

I am a car salesman, and have been doing this for about 3 months. I'm averaging about 4 cars per month.

Today, which I'm on lunch right now, I had a guy come in and want a truck, so I showed him a truck. Little did I know, there was a lot of money riding on this truck sale. Somewhere around 2400 dollars to me. Anyways, he said he'd left his checkbook at the house and he'd be back in fifteen minutes. I agreed - and my manager stepped out and gave me a...well, it was a little more passionate than a lecture, dabbled with colorful language and such. Anyways, the guy took the truck, and brought it back as it had something wrong with it. We put it in the shop, and I did up a buyer's order so he'd have first shot at it. He said he needed to take lunch with his mom, then he'd be back with his checkbook. So I gave him the keys to his vehicle, and told him I'd see him shortly. Soon as he drove off, here comes the manager again, and this time the 'lecture' was about four times worse...this is just an example of a typical day for me...

I keep getting told I'm "taking orders" and not "controlling the customer". This is apparently a bad thing - I'm supposed to control the customer according to them. The customer asks a question and I either answer it or tell them I don't know the answer. I've gone back into the shop to help swap stuff out from a customer's trade in to their new vehicle (toolboxes, brush guards, lights, etc.).

I do enjoy my job, as I'm a people person - I just don't like the feeling of being manipulative and a liar (your typical car salesman stereotype), and I told them in the resume I sent that I wouldn't work in such a fashion.

Does ANYONE have any tips on how to sell without coming across as pushy and manipulative? I would MUCH rather take an approach where I am helping the customer solve a problem - work with them instead of view as me vs. them.

Originally Posted by Bardicer Does ANYONE have any tips on how to sell without coming across as pushy and manipulative? I would MUCH rather take an approach where I am helping the customer solve a problem - work with them instead of view as me vs. them.

How about talking to the customers the way you would a family member? If the customer who left his checkbook at home was a family member and you knew you were going to get a lecture of sorts if you let him leave the lot unescorted what would you have done or said different?

Visit my post titled "Controlling The Conversation: Is It Ethical?" which is posted in the Miscellaneous section under the Persuasion and Influence Forum. You'll find a lively discussion about this very subject (BTW at my first opportunity, I'd find someone else to work for).

Originally Posted by Wonderboy Visit my post titled "Controlling The Conversation: Is It Ethical?" which is posted in the Miscellaneous section under the Persuasion and Influence Forum.

Here's the link > Controlling The Conversation: Is It Ethical?

Originally Posted by Wonderboy (BTW at my first opportunity, I'd find someone else to work for).

I would second that!

Bardicer

Sales of any type are only ever sustainable when based on honesty and integrity. The problem with the car business is that a lot of managers have been around a long time, which in itself is not a real problem. The problem is that when they started they received very little training and during their career they will have been doing things the same old way, not believing for a moment that there may be a better way.

Automotive sales managers are in a job that teaches them to be manipulative and untrusting when dealing with customers. In a lot of cases where trust and respect are not high on the agenda for either party, the sales guy will end up doing a lot of work to help the customer by test driving etc, only to be shopped out for $100 to another guy who has done nothing more that appeal to the customers greed and lower his price. I could go on………

My advice to you is improve your skill, knowledge and techniques in your own time, hang in there and maintain your own integrity. The motor business needs new, positive, high integrity sales/management professionals to change the business one dealership at a time.

I used to be a car dealer for many years but now I make my living training dealership sales and management teams in what I have developed over the years.

I’m not trying to be shamelessly self promoting but if you follow the steps below, I’ll give you my sales course for free along with some free email coaching.
Go to my website and download my free eWorkbook.
Go to the downloads section and download my free automotive sales planner.

All the best,

Tony

Thank you for the responses. My Sales Manager was telling me that the sale could've cost me AND him our jobs. My General Manager said "It was just a really bad mistake, I'm not going to fire you over it if you actually learned something from it." Granted, I would have left long ago and attempted to find a more 'family oriented' and 'no hassle' ethics place to work - I can't stand feeling pressured, and I don't see how anyone else could either. But I got paid on a deal that fell through, so the company hit me with an $1800 charge-back that I've spent the past month and a half trying to dig my way out of (every week you're effectively $300 in the draw unless you've made more than $300 in commissions...new guy...so I'm scratching my way back). I just downloaded Tony's eBook, and I intend on looking through the site to see what it has to offer - and when I get the money, I believe I'll be signing up for it. Sales is a lot more fun than I thought it would be - as I love a challenge.

Originally Posted by Bardicer I just downloaded Tony's eBook, and I intend on looking through the site to see what it has to offer - and when I get the money, I believe I'll be signing up for it. Sales is a lot more fun than I thought it would be - as I love a challenge.

Bardicer, just let me know when you have completed the eWorkbook and i'll send you my course for free.

Best of luck,

Tony

Bardicer,
Did the guy ever come back and buy the truck? I think statistically some might say that if the prospect walks out the door, he is lost forever.

In my sales training, I was taught to say something like this, "I understand you need to [get your keys, eat lunch, take your friend to the hospital] first, and I trust that you will be back as soon as [whatever] is completed, but my boss will be on my back if we don't complete the sale (deal, whatever you call it) right now. Is there something I could tell him to convince him that you will be back so he won't yell quite so loud and long? ----- Is there any reason you wouldn't come back? ----------- Ok, let's set up an appointment to complete the paperwork."

Good Luck.

Maybe I missed something, but why would this have cost you your job?

Susan

I'm still waiting on the guy to return. All I can hope for is that he thinks he's locked into the vehicle (although, I believe the vehicle was sold today as I can't find it on the lot). And it would have cost us our jobs because it was an $8000 Gross Profit deal. Would be $2400 in my pocket (30% commission).