Stories from the Sales Frontlines

oldfarmer50

"...do we need such a bed?..."

For me to pay 11K (or even 4K) for a bed it would have to come equipt with a super-model

jmonroe

In my experience there are no reasons for any of the things my wife does things.

Thanks GP, you got it. obyone has probably been married longer than you but he's trying to play the "I don't get it game" and he bought a $4K bed. :surprise: What's wrong with a sleeping bag?

all that matters is that it makes sense in her head

As for what goes on in those heads, I'll leave that for a wise man to answer.

jmonroe

obyone

I must admit it was like I was living in a cave for 20 years. I never in my widest dreams figured a bed could cost $11K. Talk about mark up. I'm not one that needs my bed made of cashmere. And for $11K you don't even get the box springs which needs to be purchased seperately.

$11K bed

greanpea68

I must admit it was like I was living in a cave for 20 years. I never in my widest dreams figured a bed could cost $11K. Talk about mark up. I'm not one that needs my bed made of cashmere. And for $11K you don't even get the box springs which needs to be purchased seperately.

$11K bed

I laughed at loud on the first post but you keep on going.... Good thing you knew someone.

The way I look at it is $11,000 for a good nights sleep for the rest of your life will only cost you $200/mo for only 60 months.....

X------------------------------------ Sign right here and I'll start getting your new mattress ready!

When would you like it delivered.... Today or tomorrow?

:shades:
GP

ecotec1

I have been avidly searching for a forum like this. It seems that a forum dedicated for and by auto salespersons is kinda taboo, which is weird nowadays on the internet. Nonetheless, glad to find you guys.

I got into this biz almost 5 yrs ago and have for the most part been steady with Saturn. I have tried other brands and didn't like the way that they wanted me to conduct myself. (not that Saturn doesn't have its typical bad apples like everyone else). I like the brand and have owned many, thats why I stick with 'em.

I recently moved for family reasons from a nice urban affluent area to a small town where the demographics are not financially that great, to put it lightly. I am making less than half of my previous income and this is the only store in a 100 mile radius, so another Saturn dealership is not an option. Tried Chevy, KIA and Nissan, hated it, went back to Saturn.

After nearly 2 yrs in this town, I stayed tough and am learning how to build a new cust. base and keep more gross, but man, it can be tough in a small farm town! (and no, moving is not an option) Anyone have a similar experience to share?

duke23

Mack wrote :
"Tell him you want a sign on bonus, weekends off and your own schedule. Since I started working my own schedule I sell more cars and have more time to spend with the family and feel better. "

Well the reason you sell more cars is that people trust you. It's an innate thing, you have it or you don't. Good people want to deal with good people. Weasels want to deal with weasels. When you take the educative process, they sell themselves. But I'm not telling you anything you don't already know.
Inna godivida baby.

obyone

LOL!!

Story isn't finished yet. Now we need to find a headboard and platform, nightstands and dresser. Earlier in the week I had stopped by at a couple of furniture stores the more appealing ones ran about $2-$3K and included a mirror. She says we don't need all that so I said drop me off and go and find one. Big mistake.

When she returns she tells me we got off cheap only buying headboard with platform and two nightstands. I'm thinking ....yes!. Looked at the bill it was for $3.2K. Now I'm confused thought it would be cheaper. She says the only combo that sort of matches the beech flooring is the teak bedset. OMG teak!!

One thing good is that she drives whatever I buy. Not without complaint though.

Back to topic. With the new GM employee pricing plan I had priced a 2008 Denali at $29.8K hoping $12K for my current one I called one dealership after checking their inventory online. Salesperson confirms the vehicle by VIN. When I asked to confirm the price he says yeah yeah whatever the website says.

A fully loaded Denali MSRP is around $57K so even with employee pricing - $5K cash back it's no where near a $28K discount. But I digress the salesperson knows what he's talking about.

So when I get there I meet that salesperson I talked to. First question he asks is "did you say $29K after employee pricing and cashback?" That's what I said and do you remember what you said. He tells me he checked the website and the pricing was incorrect. I asked if they intended to honor the pricing. He replied that he had spoke to the sales manager and they were reviewing what they could offer. He asked me if I wanted to test drive. Told him nope just waiting for the final price. If it's not what the website said it would be I'd be leaving.

Course we all know how this is going to end. Dealer offers bottom line $39K +ttl. If it's too good to be true.

mackabee

Welcome to the forums! Being the only Saturn store around could be a good thing. I thought Saturn was a one price store? Or did they go to negotiating? re: your mention of holding gross.
Since you been there for two years and toughed it out I would stay. Small town people are very loyal to trusted sales people and you will have a growing customer base. Remember you'll be selling their kids in a few years. No pun intended but keep "cultivating" your customer base.
:shades:

ecotec1

Thanks mackabee. Saturn is one price, on the new cars. Like they say, the money is on the used cars and minis are no fun, unless they are in multitude.

Locals here say that it takes up to three years or more to build up customer relationships. This town is odd, not alot of trusting people here. I am excellent with my follow ups, phone calls, letters, yet after 2 yrs I hardly ever get any referrals, even from my best of customers.

The one thing that I pride in working at Saturn is that we bend over backwards to coddle our customers, which I like to treat people as I expect to be treated. Yet, after the sale, even with follow ups, I never hear from them again. Man, thats some thick ice to crack.

Back in my old dealership, folks loved it when I paid attention to them and followed up to make sure everything was OK. I got my best referrals then. Here, they act indifferent that I am calling them after the sale. What gives in farmtown USA?

oldfarmer50

"...What gives in farmtown USA..."

I think most farmers value honesty. To survive in that business you have to be pretty good at telling when someone is BSing you. Just tell it like it is and you will gain their respect. Once you have it you'll get lifelong customers. Yes, it does take time. I recently bought a new car from a young fella who gave me a brochure TWO YEARS earlier. I made sure I went back to him because he was the only one who made the effort to get me a brochure. Sounds strange, but I remember things like that.

Farmers may seem indifferent but they'll remember everything you do for them.

Another thing, do you involve yourself in the community? Dishing out stew at the local VFW fund raiser might pay off more than all the follow-up calls.

jmonroe

Dishing out stew at the local VFW fund raiser...

I'm sure he knows how to "dish it out". He's in the car biz ain't he. :confuse:

Good luck 'ecotech1', welcome aboard.

jmonroe

percussionist

Hey, jmonroe, congrats! You are post #34K! That's very special, indeed. Welcome to ecotec1 - was never much of a Saturn fan, myself, but to each his own, and I wish you great luck. As oldfarmer pointed out, honesty is the best policy in any community - it's not the same business it was twenty years ago. When I car shop, it is rare that the sales consultant knows more about the product than I do, so I appreciate the time he or she spends with me getting to understand my needs in a vehicle and being honest about how theirs will fit those needs.

Mack, nice video! You've got some good chops there! I also saw a Steve Goolds video while on there about linear playing which I found very interesting.

Have a great Labor Day, everyone! I hope you all sell lots of cars!

sterlingdog

Welcome back stranger. I told them that you were probably on some big job. I've missed you---no one to call tighta--. :P

Richard

jmonroe

You are post #34K! That's very special, indeed.

Yeah I agree but I'll have to wait to see if my request for a discount on my monthly dues is granted.

jmonroe

jmonroe

I've missed you---no one to call tighta--.

I'm just thrilled to have made your day. See above for more fuel to your conviction. :P

jmonroe

driver100

Sometimes I thought when I retire I would like to sell cars. Now I am semi-retired and I am just a little too busy to follow up on that, and I don't know if it is what I want to do now....I am getting used to having time off from work.

But, I am wondering, is it easiest (more fun lol) to sell high end (BMW, Mercedes) medium cars (GM, Honda, Toyotas) or Basic (Kia, Hyundai)? I don't need the income (though a few bucks here and there would be ok) but I had a vision that it would be easier to sell Hyundais. Price is pretty well fixed (low) and people who come in are pretty well buying based on low price/value. Might be intimidating to sell high end cars, probably can't chew tobacco or something! Any thoughts?

oldfarmer50

"...815,960 Euros..."

Bah...that's small change. Right now I'm working a deal with the king of Nigeria. Should net me millions.

BTW, it looks like New Orleans isn't the only place under water. Is all that flooding in India near you?

broadwaytoshop

This may be politically incorrect, however, in light of the current campaigning stategies being implemented today, so be it!
How many of you veterans have ever had enough of a certain type of client. The one that can never be made happy, regardless of the situation. These people do exist, and they will never go away voluntarily as long as they can terrorize you. They show up without notice and demand immediate attention, yet they constantly miss or blow off appointments. They always question your integrity, while never really displaying any themselves. Is there ever a situation, where "firing" them as a client is justified? :confuse:

mikefm58

Is there ever a situation, where "firing" them as a client is justified?

Years ago, my dad had an Accounting practice, which was in a small city (about 12K people), and he did exactly that. He lined up all the accounts for people who were basically a pain in the [non-permissible content removed], they always questioned their bill, his judgement on certain tax issues where their buddy said they could write off things, probably were the grinder type of a car buyer who always felt they were being screwed.

He called them in to his office one by one and basically told them why they should look for a new accountant.

snakeweasel

During tax season I can count on telling between 5-10 clients that I will not be doing their taxes for a variety of reasons.

greanpea68

During tax season I can count on telling between 5-10 clients that I will not be doing their taxes for a variety of reasons.


Is the main reason for none payment of previous work?


GP

mackabee

Another thing, do you involve yourself in the community? Dishing out stew at the local VFW fund raiser might pay off more than all the follow-up calls.

You beat me to it oldfarmer! That was going to be my next suggie. Community involvement. One of our guys is a good ol' country boy that loves to fish. He is in every fishing tourney you can think of and gets lots of truck sales out of that. Find you niche and exploit it.
Mack

duke23

ecotec wrote :
' I am excellent with my follow ups, phone calls, letters, yet after 2 yrs I hardly ever get any referrals, even from my best of customers "
Ask sir, just ask. No better time than on the spot before they sign the dotted line. eg :Thank you Mr. XYZ, I appreciate your business, I'm working rather thin since I cut you such a good deal, but how I really build my business is through referrals, I'd like to give you this framed presidential gold dollar set as a token of my esteem, if you know of anyone else who may need a good deal , I'd be grateful. Thank you very much Mr. XYZ. A; send him the damn golden dollars when a referral comes in, B: Some numismatic equivalent . It's all about honesty and every one wants to feel appreciated. Preaching to the choir. I was sitting in the Hollywood Hawaiian hotel, I was staring into my empty coffee cup, I was thinking that the gypsy wasn't lying...
Of all the salty margaritas in Los Angeles, I'm gonna drink'em up. And if California falls into the ocean like the mystics and statistics say it will. I predict this motel will be standing, until I pay my bill.
Look away down Gowan Avenue, Look away.

link title

mackabee

Our dealership makes key fobs with the dealership logo and phone number. I give two to every buyer new or used and tell them. "Here's a small token of my appreciation. My phone number is on the back so in case you have a question you can call me right away." The dealership pays for them, and it doesn't cost me anything and it works. Once in a while I'll have someone ask for a t-shirt or ball cap and that's not a problem either since I get them at a discount. 8 bucks for 11 dollar hats, and 7 bucks for 10 dollar t-shirts. It's money well spent.
:shades:

duke23

Mack wrote :
"Our dealership makes key fobs with the dealership logo and phone number. I give two to every buyer new or used and tell them. "Here's a small token of my appreciation. My phone number is on the back so in case you have a question you can call me right away." The dealership pays for them, and it doesn't cost me anything and it works. Once in a while I'll have someone ask for a t-shirt or ball cap and that's not a problem either since I get them at a discount. 8 bucks for 11 dollar hats, and 7 bucks for 10 dollar t-shirts. It's money well spent. "

Aye Aye, it's more than cheap mi compadre' it's a freaking bargain. You've now turned a sale into a cheerleader for you . Actively soliciting sales on your behalf to keep the tokes coming.But alas as Dorothy Parker wrote to deliberately mis-paraphrase the saying; You can lead a whore to water but you can't make 'em think . That and if all the debutante's that attended the Harvard -Yale ball were layed end to end, I wouldn't be surprized . RIP, Dorothy Parker.

chikoo

India has some serious flooding too. However, I am in TX right now.

boomchek

If you want to have real fun go sell something (car brand) you never cared for, nor knew much about, nor had/have any high expectations for. It worked very well for me. Can't pinpoint why, but it just did. If it doesn't work out at least it won't tarnish your favorite car brand you otherwise would have worked for.

ecotec1

I usually find pulling out a credit app will do the job.

ecotec1

I believe that in this biz, you will probably meet the most unusual elements of the public, both good and bad...and weird. Whats your funniest customer story?

Heres one of many true stories I have had in the 4.5 yrs of auto sales:

Cust comes up and asks "whats the best mileage vehicle you got?" I tell him an ION. Then he asks "Whats better on gas, stick or automatic?" I reply why stick shift of course. "Well then I want a stick" he firmly says. After unsuccessfully showing him every stick shift on the lot for what seems like hours on this hot summer day, he finally picks one he likes and I go get the keys.

I open the doors hand him the keys and he sits in the driver's seat, I get in the passenger side, and say, Why don't we go for a spin? He says "I can't, I don't know how to drive stick". :P

driver100

If you want to have real fun go sell something (car brand) you never cared for,

Really like that answer. That was what I was imagining...I have never driven a Hyundai but I like the fact they look like a Mercedes or an Accord, yet they are cheap. If I get fired I don't really care. I am good at sales, been doing it for most of my working life, but I just thought selling cars could be fun...especially since I don't care about selling Mop n Glo or rust proofing etc. I'd say " forget that stuff, you'll probably trade it in before the paint fades or the body rusts out!

That was the kind of answer I was hoping for but didn't expect!

dino001

I wonder why they don't have a different zone for those with a FICO above 800. That's a pretty big gap between 720+ and 800+.

It may be in terms of numbers, but not necessarily in terms of potential earnings/default risk. The scores are expressions of risk, or "probability of default". Below certain threshold it makes very little difference, e.g. probability of 1% vs 0.1% will not translate into big money. Banks live on margin over prime rate or deposits and use scores to model potential risk in order to maximize their earning. They have very little to gain from "extra rewarding" very best scores. The risk reduction due to higher score will not "pay" lower rate for reasons stated above. At least that is how it used to be - it may change in the future if/when supply of available money changes. The less money they have, the higher thresholds will be used. Also notice that in terms of larger loans (house), those top thresholds are set a bit higher than for cars, as more money is at stake, hence more is to gain/lose from decision on the loan.

mako1a

Like every song that made the charts with a three note sequence that made listeners feel something they liked. There needs to be a Hook in a new car that causes a buyer to get the initial feeling that they are going to like their purchase.

I stopped by a Chevy dealer to get a close-up view of a 49 Chevy pickup on display with sand, surfboard and beach music. I wasn't buying anything, "just looking" at the styling of the 49. It had a hook. The pleasant grille, the rounded roof, the curved windows. It said I can work and look good too.

It was the only vehicle on the lot that had a hook that attracted me. Sure there were Vettes and Malibus and econoboxes, but nothing with a hook.
Toyota, Honda...same thing. Great cars, but the hook is missing. Mustang had it, but it got tired and never changed.
If manufacturers can't install a hook then the dealers must put it on. And don't charge extra for it...just be happy if it sells another unit.

sterlingdog

"Below certain threshold it makes very little difference..."

I see your point. Thanks for the excellent explanation.

Richard

sterlingdog

What?! You rip off an "up" and then he wears your hat and t-shirt to give you free advertising? :P What do some people substitute for brains? I suppose that there is no accounting for taste. :shades:

Richard

sterlingdog

Listen up guys. As Edmunds Scholars and car gurus, see if you can answer this question: Who is Jesse Toprak in the world of cars? First correct answer gets a free t-shirt from Mack.

Richard

sterlingdog

Did anyone see the vintage cars in the Woodward Cruise Dream this weekend? They were really sharp.

Richard

willsing4gumbo

I am pleased to be selling the hottest import available right now- Mazda. I do not agree that one should sell something they know nothing about. Personally, if I do not believe in it, or have a working knowledge of it, I will be ineffective at presenting it. I own my 11th Mazda as a personal vehicle, and would find it hard, if not impossible to push Detroit iron or overpriced European cars. Much easier to provide a positive experience with minimal stress for both the customer and myself by knowing what the hell I'm doing. We don't rely on gimmicks or hats/key rings, etc. Just excellent service and a great product. Depsite the fact we have been dodging hurricanes this year, we are up 260% in sales from this time last year. This is a struggling market trying to still come back from Katrina, and now Gustav. The other things that help us sell??? Attitude and enthusiasm. Zoom Zoom!!!

sterlingdog

"I don't know how to drive stick."

LOL!! That was great!

Richard

sterlingdog

I like your style and your attitude. Welcome to our forum. I loved my Miata convertible. I wish that I still had it. Good luck with the flooding and storm conditions. It may be our turn this weekend depending on Hanna's mood.

Richard

greanpea68

Listen up guys. As Edmunds Scholars and car gurus, see if you can answer this question: Who is Jesse Toprak in the world of cars? First correct answer gets a free t-shirt from Mack.

Here's your answer:

Jesse Toprak is the Executive Director of Industry Analysis for Edmunds. Toprak leads a department focused on analyzing automotive market data to power both the Edmunds Web sites and the market trend products Edmunds supplies to the automotive industry. Toprak joined Edmunds in November 2000 as Senior Industry Analyst. Previously, Toprak spent seven years running several franchised dealerships in the Midwest. Toprak earned his MBA from Northern Illinois University after studying at the London School of Economics, Beloit College and Marmara University for his B.A..

Where's my T-shirt :shades:

GP

davef1nissan

I've had that happen several times. Especially with the 350Z. It's always an interesting situation. Although if deemed a serious buyer, I can't say that I mind taking them for a ride :shades:

davef1nissan

That's good to hear that Mazda is doing good. Have there been any inventory issues? We had been having trouble keeping Nissan's in stock. Our 09's are now hitting which is much needed. Does anyone else here sell Nissan? (or Honda, Toyota, etc. for that matter)? Is our region in southwestern PA the only area experiencing this or is it nationwide? I'm interested to know.

greanpea68

How'd you know that? Did I reference some contact from before?

The only thing you refrenced was when he was inquiring about Porsches that he may (implied) buy from you.

Other than that it was business as ussual here.

GP

oldfarmer50

"...if I do not believe in it..."

I agree. I've always had a tough time selling anything I don't have faith in myself.

Liking the product also makes it easier to learn the features.

sterlingdog

Leave it to my young, bright student to get the answer! You get an "A" for quickness and for a well written answer. We'll pretend that you didn't copy and paste. :P

Richard

sterlingdog

Good for John! Talk about your ungrateful customers. There are no sales in the world worth that kind of treatment.

Richard

sterlingdog

Have you ever had to teach a customer to use stick? As a young person, welcome to our forum. You'll enjoy greenpea---another young friend of ours here. Also, jmonroe is from your great city. Unfortunately, he is a very old man who began posting here when computers were the size of a PA barn. :P

Richard

roadburner

Welcome! I bought my first Mazda(a Mazdaspeed3) last year. It's been totally problem free. I'd love to have a RX-8 R3 but I need a larger rear seat.

chikoo

Depsite the fact we have been dodging hurricanes this year, we are up 260% in sales from this time last year.

wow! can you speak in # of vehicles? percentage is a tad misleading.

explorerx4

i used to work in a liquor store. we were usually the next stop after someone got turned down at the 'bhph' lot. :P