Professional Community for Automotive Marketers, Car Dealers, OEM and Suppliers
Is that what the math says…is that reality or just a lazy way to shift responsibility for poor sales performance to someone or something else?
The math says the opportunities to sell more cars every month exist, right in front of sales associates who are alert and wise enough to capitalize on them. I can tell you with utmost confidence that every “up” is worth a $1 million in a lifetime to you—and yet too many sales associates simply can’t add up the numbers right!
Legends like Carl Sewell showed us that every up buys 12 vehicles in a lifetime, and the average buyer lives in a family owning two additional cars. Quick now, the math says – 36 cars!
Yet how many associates chase that repeat and referral business? The statistics tell us just one in 10 associates will pursue their customers after the initial sale. Car sales associates too often forget these basics of car-sales prosperity:
Ninety-percent of customers – nearly all of them – never hear from their sales associate after the sale! Is it any wonder then that 80 percent of car buyers when asked who their last car salesperson was – even when they have positive memories of those experiences – couldn’t remember their names!
I hate to see grown men and women work away in the best business in the world and never tap its rich vein of personal success. Whether they make real money or not in this business is truly up to them. They can chase ups or work to build a solid book of business. The numbers don’t lie. With every sold customer worth a potential $1 million in future sales, the choice seems clear.