Building a Business in a Business!

The truth is, selling cars and becoming a True Professional is not easy. Yes, selling cars is easy for some and tougher for others. With a great desk manager and some superior training you can even make good money, this series is more about how to make great money every day, not just a few time a month.

That being said there are a few thing you should do to make yourself the best of the best.

Learn Your Product. Learn it so well that you are the go to guy or gal for product information. You will be surprised at the doors this will open. Aside from that, the confidence that product knowledge builds can not be under estimated.
Understand the CRM in your store. Know it backwards and forwards... even upside down. Most sales people try to game the system instead of using it. No matter what system your dealership is using, it is one of the most powerful tools you can have to build a lasting, referral driven business.
Know all of the people at your dealership by first name. Spend a little time each day talking to and getting to know your co-workers. (I am talking about service, parts, bodyshop and the office.) Sales people are not going to send you referrals, these people may.
Become involved in a local organization or your church. Not with the goal of selling cars, with the goal of improving the organization and your community. People will be drawn to your example, once they find out you sell cars, they will be your biggest advocates in the community and send you many, many referrals.
Work on your acting skills. Although we get no Academy Awards for acting, people are going to buy from the person that gives them the best show... Product, Features, Benefits and Presentation of Options. (many sales people are not doing this at all.)
Be totally upfront with your customers all of the time. One mistake here and everything is gone.
Remember, you don't get what you don't ask for. Ask for the business, ask for the referrals and ask for the gross.

Next week we will talk about a daily to-do list... What you can do that no one else is doing

Tags: Sales, a, automobile, building, business, green, newbie, prospecting

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Comment by Joshua Takahashi on June 27, 2012 at 2:20pm: Very Good! Excited for the next part. Thank You!

Comment by Joe Clementi on June 27, 2012 at 11:28am: Thanks for sharing. Nothing takes the place for exceptional work ethics. "If you want to keep getting what you are getting...keep giving what you are giving" - author unknown.

Comment by Ian Nethercott on June 26, 2012 at 1:19am: Great post!

Ian

Comment by AutoSTARR on June 25, 2012 at 3:44pm: Great post - getting back to the basics to rise above the competition. Thanks for sharing!

Comment by Jae Chang on June 25, 2012 at 3:43pm: Knowing every co-worker, Wow!! So True!!

Comment by Bill Gasson on June 25, 2012 at 12:48pm: Craig,Great material ,

Thank you

Comment by Bobby Compton on June 25, 2012 at 12:18pm: I love to hear that even 30 years ago all it required was a pen, a little personality, and the drive to succeed still holds true today!

You're spot on, selling cars easy for some and tough for others.

Great share my friend!~

Comment by Nick Domino on June 25, 2012 at 11:31am: I love it. Can't wait for the next part!

Comment by Michael Del Priore on June 25, 2012 at 11:18am: Great Post. Very helpful

Comment by NANCY SIMMONS on June 25, 2012 at 8:44am: Great share, Craig...Basics, Basics, Basics.... For the guy/gal just getting into the business or the sales professional who needs to get back to the basics!