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It has been about a month since I posted a blog. My last few have not been all that positive. I sell cars and it is very important to come to work with a positive attitude. Times seem to be tough right now. Stores are low on inventory and customers are few and far between. It is time to turn these negatives into positives. I will try to keep it short because I can go on all day about this subject.

Customers and their methods of shopping seem to be evolving so much faster then the local dealership. The product is out there the marketing is in place yet people are not flying into the dealership. When they do come in are we ready to make the best of it? I read the blogs. I hear the pitches. I even made my own page on facebook. I looked at my friends list the other day and noticed that most of them are other people in the business like me.

I am on the sales floor everyday. I see the customers and talk to them. Many of them are looking for one thing. That one thing is a salesperson. If you work at a dealer look at your top guy. He has a following and referrals. His customers are using the service department. The top guy is known around town people want to deal with him because their friends and family do. Does your store have that guy? Do these guys still exist?

My dealership is lucky we have quite a few guys who have been in the business and same store for more then ten years. They have followings. I see my store and others trying different ways to get customers in the door. In the end the salesman is the face of your dealership. All the time money and effort is out the window if the customer can't find a salesperson.

How about taking one of your guys and creating a brand out of him? The competition has the same product at the same price. What separates you from everyone else? Maybe you have the top guy in the County or even the state. The store down the street does not. As a salesman I try to do this myself. I work hard to get my name out there. I go to many different car shows. I have entered cars from my dealership. The guys who go to the different shows all know me now and guess who they come to see? This is one of many examples of prospecting that I do.

My name is in front of my sold customers once every quarter. I can't wait for the dealership to do it because I like my house and my four kids like to eat. These are tough times for sure. This is when the top guy always shines. I see the value in a good salesperson and so should the dealerships because the stock is rising for the good sales pros out there! I cannot wait to teach some of these methods to the young guys who want to hustle.

Good Salesman: Grow Sales, Cut Costs,Bring better CSI and their customers use your service! Does your store have Top Sales people?

Views: 3

Tags: CSI, Esposito, Pro, Reedman, Sales, Stan, Toll

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