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March 2024

Protected: Exactly what to do when they say “I need to think about it”

2024-03-16
By: PJ
On: March 16, 2024
In: For Sales Pros, For Sales Pros Only

So this happens to anyone in Sales, let's be honest. I've been in and out of professional Sales ...

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Recent Posts

  • Protected: Exactly what to do when they say “I need to think about it”
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  • Protected: Lingo and Terminology of Car Sales – What am I missing?
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  • Protected: How to “Up” people on the Lot – More Thoughts…
  • Protected: “No Days Off” is Real in any Sales Game – If you aren’t willing to be a Sales Pro on your days off and Work the Game away from the Lot, then Retail is your Game, not Sales
  • Protected: The Payment Thumb Rule and How To use it to get Customers off the price of the Car, while ALSO building Trust with the Customer
  • Protected: Move the Cars on the lot around often to show regular daily drivers-by (to work, etc.). If someone has been checking out a specific car for awhile, this might spark them to come in or call to ask about it. Movement creates Urgency, so do lots of it.
  • Protected: Create a False Conflict, even a shouting match, between You and your Desk Managers to show your Buyers that you are on their side and that BOTH OF YOU are against the Managers (How to manufacture and Control the Bidding War)
  • Protected: Always blame others for bad things, especially the Banks…everyone Hates the Banks, your customers will Love you for it.
  • Protected: Use Small Talk to build Value in YOU with the Customer – People do Love talking about Themselves, no?
  • Protected: Value is a Feeling. Here’s How To create it in your Buyers – employing The Art of Scarcity
  • Protected: Sack your own personal Biases, Opinions, Beliefs, Pride, Political Persuasion – Your Customers don’t care and you could EASILY lose a sell (or more) because of it.
  • Protected: Associate the Car with other desires/wants/needs to Close the Deal
  • Protected: Selling to Friends (I mean REAL Friends) and Family? …yeah, no, DON’T do it, just trust me
  • Protected: Land them on a Car or Turn…Period
  • Protected: Move Like Water and other Body Language behaviors
  • Protected: The Game is Always Rigged. Just Accept it now but learn How To rig it in YOUR FAVOR by out-hustling the Other Guy
  • Protected: Never work at a Dealership with Incompetent or Abusive Managers. Don’t be afraid to Bounce any time, the Car Business is very fluid like that.
  • Protected: Use your Dealership’s Referral Program – Find trusting Listing Agents and Bird Dogs to pump you with new Leads
  • Protected: Fresh Ups – GET OFF the damn Porch!
  • Protected: Down Time at the Dealership is time for using your Tech and getting your Inventory out on the Internet – Mastering your CRM and other Tech to sell more Cars
  • Protected: Getting Contact Information
  • Protected: Volunteer in your Community and Get Out. Let people know you Sell but never pressure or “sell” people on your off days who haven’t asked you to…DON’T be THAT Salesperson…because it’s very Bush League
  • Protected: Be Helpful around your Dealership…for Lots of Reasons
  • Protected: Don’t forget to eat and stay fueled, BUT beware the Fast Food trap – Fitter Sales Pros sell more cars than the Fatties do…it’s Science
  • Protected: Take Your Days Off. I’m not saying don’t look for Sales opportunities on your days off, but just get away from the damn lot on them – Burnout is Real and it definitely doesn’t Sell Cars.
  • Protected: Call your Buyers the next day…just effing do it, Buyer’s Remorse is a very real thing
  • Protected: Walk the Lot and not just to get to know your Inventory, etc….do it for the Exercise (that is not a joke)
  • Protected: Do the Little Things…Trust me, they Matter
  • Protected: The Walk-Around
  • Protected: Turns – The Good, The Bad, and The Ugly *sigh*
  • Protected: Working the Deal (sheet)
  • Protected: When they ask you what the lowest Price is or want to negotiate on the Lot…Don’t….Don’t even try
  • Protected: Grease the palms of the guys in Detail…You’re just Stupid if you don’t
  • Protected: Use Your Service Department and know Your Service Advisors…literally everyone is your own personal Bird Dog
  • Protected: Don’t “Make a Friend”….Make an ALLY
  • Protected: Be Your Own BDC – Use the available Technology online and get Leads & Buyers coming directly to you – If you’re afraid of New Technology, then you’re going to LOSE to someone who isn’t – That’s just the Game
  • Protected: The Phone is the Money
  • Protected: Managing the Managers…a Never Ending Neccessity
  • Protected: Energy sells Cars. MOVEMENT sells Cars. BALLOONS sell Cars!
  • Protected: The Meet and Greet….Start Walking to Start Moving – Be like Moses and LEAD them to their Promise Land
  • Protected: Rejections are Buying Signs used to Negotiate – Do NOT Hate them, they are your best friend
  • Protected: The Test Drive & Asking for the Sale – Don’t just take them on a Test Drive, take them on a Journey
  • Protected: A B C
  • Protected: Know Your Lot. Know Your Inventory.
  • Protected: Master the Pre-Closes – Leading them to “Yes”
  • Protected: The most important thing in Sales is to get Commitment
  • Protected: The #1 Dominant Buying Motive is…
  • Protected: Sell Me This Pen – A “How To” (The REAL way to do it, NOT the absolute nonsense that Jordan Belfort says about it lol …he CLEARLY doesn’t have a #$%&ing Clue *sigh*)
  • Why Selling Cars Matters

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