I've been in the car business as a Sales Professional for 90 days now...I know, I know, a "green pea"...but you have to start somewhere, right? At a sales training that Joe Verde teaches, he talkes about the 4 stages of learning UI, CI, UC and CC.  The first stage is Unconcious Incompetence (You DON'T know that you DON'T KNOW)...I was there for about 75 days! I was blazing around completely unaware that I had a lot to learn.  Now I've moved on to CI, which is Concious Incompetence (I KNOW that I DON'T KNOW)

Not sure which is worse!!!!!  It's kind of froze me up a bit...I'm working through it but questioning if I have what it takes to make it.  I just read a book my boss recommended "As A Man Thinketh" and it was helpful.  I'm attempting to adjust my head to meet my desires to do well.  Any advice?  I'll take any I can get!/p>

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Jillian..attitude is everything. What other job do u know before walking in, u will fail more than u succeed? We are infested with rejection..u have to feed ur mind with positive thoughts and techniques. Also, stay away from negative people and salespeople that want to recap ur last 1 1/2 hr customer resulting in no deal..they love to rehash negative emotions ..

Don't talk about anything that will not result in a productive outcome. U hold the reigns to ur life, career, and bank acct..everyone else only has opinions...
The fact that you're even on industry sites like Dealer Elite at this phase of your involvement in the auto industry and are reaching out to your managers and industry professionals for advice tells me maybe you'll be giving us all useful advice someday. I'd keep doing exactly what you're doing! I think you have what it takes to make it

Well Well Well,- we have a real live green pea! LOL

Firstly, I commend you for taking the time to learn of Joe Verde training. He's top of the food chain, and as solid of a trainer as the rest of the best. 

Please correct me if I'm wrong! From what you're saying you're caught between not knowing that you didn't know, now realizing you have much to learn?

If this is the correct question, my answer to you is you're right where you're suppose to be.

One of the very first lessons I was taught is to be green and growing or ripe and rotten.

I'm curious as to your skill set up to this point. Do you follow a set of steps to the sale, meet and greet, interview etc?

Do you take your deals A to Z by yourself, write up with glue and so forth, or do you have a mentor you follow?

Now that you know you need to learn, keep it simple and keep on learning!~ 

You're in the RIGHT PLACE to seek solutions and counsel.

Be a sponge, and take it all in stride!~

Happy Selling, and Merry Christmas!

25 years managing salespeople and helping quite a few "green peas" become very successful here are a few thoughts...

 

Don't turn into a 'salesperson'.  Be yourself and start out with the thought that you have something to offer your customer.  The customer has a problem they need to solve and while they will attempt to mis-direct you into thinking their only problem is price you need to get to the heart of the matter.  Their needs, wants and motivation to buy.  If they are in your showroom that means you are very high on list of their desired products and also on the list of dealers they would like to do business with.  Find out everything your dealership has to offer a customer after the fact.  Don't rely on your sales manager to to this.  Most that I know are too anxious to get to the numbers and don't help the salesperson set up for the close properly.  Talk to the service manager and writers.  You need to sell your store harder than you need to sell the car. After the drive park your test drive vehicle in a spot that allows a service walk.  Introduce your customer to a couple of service people that you know will give them a friendly hello and a smile.  Why should they buy from your dealership?  If you don't know they surely won't. 

I could write pages and pages on the subject but I will skip to the end and that is before you give a price, ask for a "pencil" from your manager etc. ask the customer in a clear, concise and non-confontational manner "if the price is satisfactory will you be purchasing THIS vehicle RIGHT NOW and complete the necessary paperwork"?   Wait patiently, but wait without speaking for the answer.  A "no" simply means you have an opportunity to objection solve or find out why the customer won't commit toady and if that customer is going to leave without buying a car hopefully your manager will step and and "let him out" properly or turn it around and close him.  If it's a "yes" re-iterate what's going to happen..." that's great! so I'm going to tell my manager that if he gets these numbers right you will be buying a car from us right now, correct?"  That's an important step because the customer needs to know they have committed to buying a car.  In fact, as you are saying that you should be extending your hand to "shake on it".  Believe me, if the customer won't shake your hand you don't have a real commitment.

Practice your listening skills.  Try this with family and friends...when you're in conversation and the other person just starts to move the mouth as if to speak SHUT UP!  You may be in mid sentence or mid-word it doesn't matter...just stop talking.  The customer is getting ready to give you insight that might help you sell them a car your.  Whatever you were saying at that moment is not as important as what they are about to say.

There's so much that goes before that closing question and you need to use your head and realize that you can't ask the customer  that question unless they have test driven, picked their ideal car ( husband and wife in agreement ) and all the other details that go into a purchase of this size. 

Too much to teach but trial close before you give a price and your closing ration will be very good.  Give a price before you do the work and you will have a bunch of customers that smile and say "I'll think about it" and you will just stand there wondering what went wrong.

 

Good Luck

 

Ernie Rizzolo

Wow! I haven't been on Dl for a few weeks.  I've been concentrating on building skills.  These comments are all great advice, so thank you.  I'm making great progress and getting better every day.  I'm finding that the scripts I'm practicing are starting to roll out of my face with more ease!  I'm not thinking SO HARD...I'm working on BUILDING TRUST with my customers.  I'm leaving home stuff at home and using my time more wisely.  I'm sending out a monthly newsletter and sold a car the other day because I stayed in touch for three months!

 

It's happening!  I went through a month of being pretty darn terrified that I wasn't going to be able to make it happen. Kind of FROZEN... I'm "defrosting" a bit now.  Getting more courageous and asking for thier business, but more than that...I'm truely believing that the product I'm selling is worth the money we are asking, that I deserve it and that I've earned it!.  I'm holding on to customers longer and gaining more of thier trust and friendship. 

 

I know this is going to take awhile and I surely know I've got so much to learn!  But I'm coming along gentelmen and starting to really, really enjoy myself in this business.

 

Regards,

 

The "Green Pea"

Bobby,

 

I not only worked for Joe when he owned a dealership in So Cal as his business manager...my ex husband was a 3 day sales trainer for him for about 7 years.  After that, he opened a small sales training and consulting business...so I've been around sales training for a decade.  It is all in my head and I'm working on getting it outta my head in the right order and with a style that makes it authentic for me.  I know what to do to be successful...I'm working on my style and my was of handling cuystomers.  It's much harder than I thought it wsas going to be...but I love the car business and always have.

 

 

Jillian

Bobby Compton said:

Well Well Well,- we have a real live green pea! LOL

Firstly, I commend you for taking the time to learn of Joe Verde training. He's top of the food chain, and as solid of a trainer as the rest of the best. 

Please correct me if I'm wrong! From what you're saying you're caught between not knowing that you didn't know, now realizing you have much to learn?

If this is the correct question, my answer to you is you're right where you're suppose to be.

One of the very first lessons I was taught is to be green and growing or ripe and rotten.

I'm curious as to your skill set up to this point. Do you follow a set of steps to the sale, meet and greet, interview etc?

Do you take your deals A to Z by yourself, write up with glue and so forth, or do you have a mentor you follow?

Now that you know you need to learn, keep it simple and keep on learning!~ 

You're in the RIGHT PLACE to seek solutions and counsel.

Be a sponge, and take it all in stride!~

Happy Selling, and Merry Christmas!

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