Right out of the box he'd sold 7 cars in his first 15 days. At that time, he sent a text to show how the selling methodology was "KILLING IT!" (in a good way!) ...and that he was on his way.
Fast forward 7 weeks later, he writes this...
I don't get it, Tom...I sold 16 cars in December (number 2 salesman and I'd never sold cars before) in my first FULL MONTH! At the beginning of January (I'd sold 3 more cars in first 8 days which was good), the Sales Managers start making me feel like a piece of sh*t for selling a different way than they do (My average commission was $615, too, so my gross was already great!).
Since they are all know-it-alls, they keep telling me all the "high pressure (low integrity)" things I should be saying to my customers, especially our General Manager. Just yesterday, a lady left after he (the GM) popped his head in the deal to make a joke that she thought was a bit inappropriate ...and she left to "think about it".
He says I have the potential to be a superstar, but there's no way in hell I'm gonna follow his style and pressure tactics. He's the traditional type of salesman, started about 30 years ago, and he can talk super smooth and fast...it's actually pretty funny...for him.
I finished January with only 9 cars sold after a good start and my commissions dropped to $360. They don't want me to sell the way you and I talked about, but that nearly tripled my results (and I spoke to 55 people I January vs 62 in December...pretty close).
Closing rate went from 26% to 16%.
I won't be a liar. And I won't be a kiss-*ss. What should I do?
The industry runs rampant with "veterans" who grew up in the business manipulating clients, bullying and overpowering the "new" employees, being inappropriate around female employees, and degrading clients just outside of earshot.
I ask, Why do people distrust car salespeople? ...Because we gave them
millions of examples of why they were RIGHT to distrust us.
Liars? Yes (with "firm" justification)
Cons? Yes (hence the world of smooth talkers)
**FULL DISCLOSURE** - I'm not wearing a HALO on my head! Early on (20+ years ago), I remember using plenty of hard-liner tactics to get people to say "Yes" to car deals. After a few bouts with my own conscience, though, I knew I couldn't stand to go against what I knew to be "right".
But NOW there are MILLIONS of examples on how we do it RIGHT!
RIGHT on behalf of each client!
RIGHT on behalf of the business!
RIGHT on behalf of the Staff members!
RIGHT on behalf of the community!
A "selling method", as was used by my friend in December, doesn't light the torch to success and achievement. I know that to be a fact. It's what's in the character, heart, and mind of the Salesperson that TRULY triggers the spark that lights fire of Integrity in our profession.
However, just using a "Nice Guy" routine and handing out an endless supply of information will not work as a "sales method" in building a triumphant career full of friends, referrals, riches, and gratitude.
And I know, there are a VERY FEW selling methodologies that guide your ability to Professionally Manage a Transactional Conversation ...and do so in a way that builds a TRUCKLOAD of TRUST, guides the client into making the RIGHT decision for their OWN LIVES, yet allows for very good profits, exceptional penetration levels (closing ratios), and a river of referrals!
The old "Road to the Sale" and its "look-a-likes" have now aged past their usefulness for building a future in our profession.
Good Lord! This is quite a long-winded RANT I'm on!
But you know? It's not Cool or Right when Managers, Trainers, and GURU's who "Blow a Lot of wind up your skirt" on how the crap that worked for them YEARS AGO will still work for all of us today.
It's either ignorant or gutless.
And it won't work when our profession is in a frenzied need for growth.
The consumers attachment to technology and split-second communications won't allow for "Backwards-looking" sales methods.
Look: The Managers mentioned in that email are good people who have fallen into miserable patterns of behavior. But, YES, they have MANY clues around them proving their methods are wrong for our profession.
These Managers just have little understanding, willingness, and/or acceptance of
what they must do to work this profession with brilliance and honor.
My good friend ...find a home that allows you to USE what you know to be RIGHT!
ke in 2015, I've barely been here. But I know what has: Back To The Future Part 2. So let's learn from BTTF2 about what we can expect, automotively, this new year.
To clarify for those of you not well-versed in the Back To The Future series of movies (documentaries, I believe): in the second installment in the series, a time-traveling DeLorean is used to travel from 1985 to 1955 and then, eventually, to 2015. You can get a more detailed rundown of the plot and what happens in 2015 here, but for our purposes we can simply say that this is the best, most detailed view we have of the world of 2015, and as such there's a great deal we can learn about the cars that we'll be driving in just a few week's time.
These Are The Absurdly Great Cars Of The Back To The Future Trilogy
Last weekend, the weather in the District of Columbia was rainy, gross and cold, as it often is…Read more
Of course, this is an incredible resource, so let's examine it in detail:
Pontiac will make a comeback.
This may be the biggest shocker of all, seeing as how Pontiac's been dead and buried since 2010. But, there's a Pontiac dealer, clear as day, right there in that actual picture from 2015. The actual date of arrival in 2015 in the movie is in October, so that gives GM about 10 months or so to get the Pontiac dealership network up and running again. I hope that new Sunfire is as great as I'm imagining!
Hovercar conversions will be expensive, but still reasonable, considering.
I suppose it's also big news that cars will have flying capabilities, seeming via some sort of anti-gravity mechanisms. The cars don't seem to rely on aerodynamics to fly, and they can lift and hover sort of like a drone, but without rotors, so it looks like sometime before October 2015 we should see that technology introduced and spread around in a big way.
For owners of vintage cars like myself, I'm happy to see that conversions to hoverers are possible, at prices right around $40 grand. Sure, that's a lot, but you are getting a pretty substantial upgrade in what your car can do. It doesn't look like much effort has been spent on the aesthetics of the conversions, though.4
There will be comebacks of some unlikely nameplates.
It's not really shocking when a car company brings back or makes a modern version of an iconic nameplate like the Mini or the Fiat 500 or the Thunderbird or Camaro or Mustang — but a Probe? It sounds weird to us now, but there it is, plain as day, a 2015 Ford Probe.1213
The 2015 Probe keeps the original's front end treatment, but updates the design with some heavily skirted rear wheels and a novel, seemingly opaque windshield-and-hood-covering body panel. It looks like it helps the aerodynamics a lot, at the expense of minor issues like visibility and boring s*** like that.
Substantial, full-wheel covers will become the norm.15
You know how pretty much everything today has alloy wheels with plenty of venting for brakes and all that good stuff? Kiss it goodbye, because come 2015 we're all going to be rocking bulky, fully-enclosed wheel covers that seem to even cover part of the tire.
Some of these, like the ones on this Jeep, seem large enough that they may be enclosing some sort of hub-mounted wheel motors or perhaps anti-grav components for the hover system. I think the big take-away here is that next year we're all going to have to be a lot more aware of curbs when parallel-parking.
Some of us will still drive archaic old Beetles in the future.
This is probably the only one of these predictions I would have been able to make myself, since I know what I'm going to be driving a bunch this year. I'm excited to get a set of those full-wheel covers for my Beetle, too. Since every car seems to have them, maybe they're some government-mandated thing? I guess we'll all find out soon.
The world of BMW customization will take a very strange turn.22
BMW modifiers tend to follow a pretty specific set of aesthetic criteria, generally. Monochrome, body kits, clean lines, that sort of thing. There's not a lot of two-tone, graphical paint jobs, convertible conversions, or massive hood scoops. Looks like that's about to change come this year.
Also notable is the strange highly external propulsion system on this car. It's possible this is a hoverer conversion, or perhaps BMW is migrating their drivetrains to be electric, AWD systems that mount outside the car for easy upgrades and servicing. I'll check in at a BMW dealer in a month or so to get the full story.23
We will finally be getting over our fear of vibrant colors and two-tones and graphics on cars.
Personally, I'll be delighted for this to happen in 2015. I'm sick to death of every other car being silver or white, and I can't wait to see more vivid colors, two-tone paint jobs, and dramatic graphics and stripes on cars again. Things were getting so boring! It's about damn time.
Plus, I really like the new option of colored, patterned tires. That feels fresh and new.
It looks like specialized police vehicles will become a thing after all.
In the past couple years, we saw companies like Carbon fail to sell their specialized police vehicles, and there seemed to be no way a small, low-volume company could ever compete with the Big Three Or So for making fleet vehicles like police cars. Looks like we were very wrong, since this cop car clearly appears to be a specialized vehicle.
Citroën is coming back to the US!27
I saved this one for last, because I think it's the one I'm most excited about — Citroën hasn't been in the US since the early 70s, and I miss them every day. It looks like by 2015 they'll be back on our shores, selling what appears to be some sort of updated, retro-look DS, at least to fleets as a cab.
The new DS has a good bit of extra bumper protection and some very substantial looking door pillars, but the shape is all old DS, which is fine by me. I'm guessing the confusing dazzle-paint is the livery of the cab company, and not a Citroën factory option, but who knows.
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