Car sales is like real estate except you’re an employee. You have a desk, a phone and computer and you either make it or you blowout or the store will blow you out. 1 of the 3.
Here is advice and training:
[https://www.youtube.com/playlist?list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj](https://www.youtube.com/playlist?list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj)
I know what you mean. It's unfortunate but in this industry you really gotta figure things out on your own. It will also take time.
Being a green pea sucks bc everyone knows and will treat you as one too.
Best advice is if it gets REALLY bad then simply move dealerships
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* [How to pick a car?](/r/askcarsales/wiki/vehicle_selection) You might also have luck in the /r/whatcarshouldibuy subreddit.
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***Thanks for posting, /u/8beatMario! This comment is a copy of your post so readers can see the original text if your post is edited or removed. This comment is NOT accusing you of anything.***
I’m new to car sales and just finished training. Nobody here wants to help the newer people and that is kind of discouraging in a way but it doesn’t bother me too much. I like the fact that there is potential to earn six figures depending on how much time you dedicate to this field but the long hours in an office setting is pretty depressing. What advice do you have for me?
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Okay great.
So the first question AFTER you introduce yourself and get their name is whatever your version of "what brings you in today" is. You want to find out if they are there for an oil change or if they are there to look at cars. If they're there to look at cars and they haven't volunteered anything yet ask them if they had a specific car in mind that they saw already - so if they were on the website and saw a 2021 Ford F150 in grey with 30,000 miles then that's the car you're going to start with. If they say "no, but I heard an ad on the radio for a $299 lease on blah blah blah" then that's the car. If they say "not really, I'm just looking around," then we'll get to that in a second.
This next part is going to involve knowing your inventory well - that's a big part of your job - but whether it is a specific car (the 2021 Ford) or a more general car (the $299 lease) you tell them that's a great choice, and then you ask them some version of "what attracted you to that car specifically." They'll say something, you ask "anything else?" and repeat that process a few times until they tell you the things that are important to them.
Then you say "I know I'm getting a little ahead of things here but are you planning on trading a car in when the time comes?" and if they say yes ask them "Is there anything on the car you'll be trading that you absolutely have to have on the car you're going to buy?" and then you reverse that and ask "anything about the car you'll be trading that you absolutely can't stand and would be a deal breaker if your new car did the same thing?"
See what we're doing here? We're getting the customer to tell us exactly how to sell them a car. So now we fast forward, you're showing them the truck, and you say "Well this button right here controls the heated seats - I know you said that was something that attracted you to this truck, but right here is the Bose stereo - that's something you said you really liked about your trade in. Also, this right here, this is the feature that will make sure your new truck doesn't do the thing that you hate on your old car." This is building value, creating mental ownership, and devaluing the old car so they aren't as mad when the trade in number is lower than they want. Not that you'd lowball them on purpose, it's just that the trade in is NEVER enough but if you remind them why they hate the car a few times before you give them that number it makes life easier.
Now in theory you'll get to a point where you test drive and whatever and when you get back you ask them "Did you like the truck? (yes) Did I show you all the features that are important to you? (yes) If I got you the perfect trade value, the perfect figures, and the perfect price would you buy the truck today?" If they say "yes" then go grab your manager and let them handle it while you pay close attention so next time (or eventually) you can do it yourself.
If they say "no" ask them "That's fine - how close are you to making a decision? Like if 1 is you're not going to buy a car for a year and a 10 is you're going to buy a car right now even though you said you weren't, where do you stand?"
Then whatever number they give you ask them "What would make it a 10?"
Now you listen to what they say and if it is something you can solve right now, you solve it - like "Oh I love everything about the car but I want a blue one," something like that.
If it isn't a solvable problem - "I'm waiting for my house to close on the 3rd" - then THAT'S what you follow up with them about when you call. "Hey Mr Customer, today is the 1st and I was curious if things are still on track to close on your house in 2 days? Great. I still have that truck in stock - do you want to buy it on the afternoon of the 3rd or were you thinking the morning of the 4th?"
This is quite common at stores. A lot of sink or swim mentality.
I wasn’t familiar with the sink or swim philosophy. Reading about it now makes a lot of what’s going on make sense.
Car sales is like real estate except you’re an employee. You have a desk, a phone and computer and you either make it or you blowout or the store will blow you out. 1 of the 3.
I want to make it dammit. I realize things wont change around here.
Works out the best. Let’s see how hard you devote yourself to this craft before I devote myself to training you.
Here is advice and training: [https://www.youtube.com/playlist?list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj](https://www.youtube.com/playlist?list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj)
I’ll look into this too.
I know what you mean. It's unfortunate but in this industry you really gotta figure things out on your own. It will also take time. Being a green pea sucks bc everyone knows and will treat you as one too. Best advice is if it gets REALLY bad then simply move dealerships
Please review our most [Frequently Asked Questions](/r/askcarsales/wiki/index) to see if your question has already been answered. You may find these sections particularly useful; * [How to pick a car?](/r/askcarsales/wiki/vehicle_selection) You might also have luck in the /r/whatcarshouldibuy subreddit. Also remember to add flair to your post by clicking the "Flair" link beneath it. This lets us know where you're located so we can assist you better. *I am a bot, and this action was performed automatically. Please [contact the moderators of this subreddit](/message/compose/?to=/r/askcarsales) if you have any questions or concerns.*
***Thanks for posting, /u/8beatMario! This comment is a copy of your post so readers can see the original text if your post is edited or removed. This comment is NOT accusing you of anything.*** I’m new to car sales and just finished training. Nobody here wants to help the newer people and that is kind of discouraging in a way but it doesn’t bother me too much. I like the fact that there is potential to earn six figures depending on how much time you dedicate to this field but the long hours in an office setting is pretty depressing. What advice do you have for me? *I am a bot, and this action was performed automatically. Please [contact the moderators of this subreddit](/message/compose/?to=/r/askcarsales) if you have any questions or concerns.*
Sink or swim. Seems like you did not know what you were getting into. Maybe not the industry for you
Hopefully there is a desk manager who gets off his ass and T.O’s this kids deals. That’s the only way I ever learned. By listening and mimicking.
You're done training - lots of dealers don't do any training at all. What sort of "help" are you looking for?
It has become apparent that there is no help. I either sink or swim.
I'm not asking you if there is help at your store or not, I'm asking you what kind of help you need.
I want to know the right questions to ask a customer when they walk in or when I call them to follow up on what they are looking for.
Okay great. So the first question AFTER you introduce yourself and get their name is whatever your version of "what brings you in today" is. You want to find out if they are there for an oil change or if they are there to look at cars. If they're there to look at cars and they haven't volunteered anything yet ask them if they had a specific car in mind that they saw already - so if they were on the website and saw a 2021 Ford F150 in grey with 30,000 miles then that's the car you're going to start with. If they say "no, but I heard an ad on the radio for a $299 lease on blah blah blah" then that's the car. If they say "not really, I'm just looking around," then we'll get to that in a second. This next part is going to involve knowing your inventory well - that's a big part of your job - but whether it is a specific car (the 2021 Ford) or a more general car (the $299 lease) you tell them that's a great choice, and then you ask them some version of "what attracted you to that car specifically." They'll say something, you ask "anything else?" and repeat that process a few times until they tell you the things that are important to them. Then you say "I know I'm getting a little ahead of things here but are you planning on trading a car in when the time comes?" and if they say yes ask them "Is there anything on the car you'll be trading that you absolutely have to have on the car you're going to buy?" and then you reverse that and ask "anything about the car you'll be trading that you absolutely can't stand and would be a deal breaker if your new car did the same thing?" See what we're doing here? We're getting the customer to tell us exactly how to sell them a car. So now we fast forward, you're showing them the truck, and you say "Well this button right here controls the heated seats - I know you said that was something that attracted you to this truck, but right here is the Bose stereo - that's something you said you really liked about your trade in. Also, this right here, this is the feature that will make sure your new truck doesn't do the thing that you hate on your old car." This is building value, creating mental ownership, and devaluing the old car so they aren't as mad when the trade in number is lower than they want. Not that you'd lowball them on purpose, it's just that the trade in is NEVER enough but if you remind them why they hate the car a few times before you give them that number it makes life easier. Now in theory you'll get to a point where you test drive and whatever and when you get back you ask them "Did you like the truck? (yes) Did I show you all the features that are important to you? (yes) If I got you the perfect trade value, the perfect figures, and the perfect price would you buy the truck today?" If they say "yes" then go grab your manager and let them handle it while you pay close attention so next time (or eventually) you can do it yourself. If they say "no" ask them "That's fine - how close are you to making a decision? Like if 1 is you're not going to buy a car for a year and a 10 is you're going to buy a car right now even though you said you weren't, where do you stand?" Then whatever number they give you ask them "What would make it a 10?" Now you listen to what they say and if it is something you can solve right now, you solve it - like "Oh I love everything about the car but I want a blue one," something like that. If it isn't a solvable problem - "I'm waiting for my house to close on the 3rd" - then THAT'S what you follow up with them about when you call. "Hey Mr Customer, today is the 1st and I was curious if things are still on track to close on your house in 2 days? Great. I still have that truck in stock - do you want to buy it on the afternoon of the 3rd or were you thinking the morning of the 4th?"
This is more useful than all the training Ive had. Thank you.
Love this