"Selling Cars Off The Drive" Sally Whitesell's Service Solutions Fall Newsletter

Not a Punishment a Privilege
As a service advisor trainer, standing on drives for the last 19 years, I have had a chance to watch some of the best sales people in the business sell cars off the drive.  You don't just want a sales person to help out; you want one who easily engages customers in conversation.  One who can talk to people in any situation and make them feel comfortable.  One who knows how to listen to clients and inform them about options without making them feel like they are being sold.  A great salesperson can talk with waiting clients by simply starting with a compliment about their current vehicle or asking questions about how they enjoy and use their vehicle.  They may ask about their favorite color and then walk them out or pull up in a new model in the latest shade and then offer to take a test drive just for fun. Simply put, this position needs a person with a big personality and no fear.


Another method is to offer clients a free quote on the value of their car. This alone will start the conversation rolling. They may have been considering selling their car but you now have the opportunity to talk about trade in value and special new car offers you are featuring.  They may get a big repair estimate and decide to trade or they could go home and continue to think about it and talk it over with their spouse.  All of these situations can turn into a sale.


Finally you can use the approach of serving your clients by letting them know how you could save them money by being able to lower their payment on a new car with a new full warranty.  Have you ever called your credit card company or cell phone provider and asked for a lower rate?  It often is very easy to get a lower interest rate, yet you can't help but feel irritated that they didn't let you know about the possibility because you know you have been paying too much all along.  Your clients may feel the same way if they find out there is a better deal or interest rate available but no one offered it to them.  Once a person starts to pay for repairs or is close to being out of the security of a warranty, new incentives become very tempting.


Keep in mind that working on the service drive should not be viewed as a chore or punishment but a privilege. Where else in the dealership do you have guests lining up to talk to your staff and spend money. If this position is handled correctly, it can and should be a gold mine!  


Happiness leads to success,
not the other way around!

Want to Hire the Best?   


We now offer recruiting service for sales and service. We will place ads, search for resumes and put each applicant through a sales simulator and phone interview so you only spend time with the most qualified applicants. Increase employee retention while saving time and money by hiring the most qualified candidates!


Contact Sally today for more information




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Comment by Steve Richards on October 23, 2013 at 9:27pm

Nice stuff, thank you Sally.

Comment by Amy Kern-Smith on October 23, 2013 at 4:54pm

This is a great post Sally!  Thanks for sharing.

Comment by Dave Gibson on October 19, 2013 at 10:25pm

Well said. All good points.

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