Why Don't Salespeople Prospect?

Two years ago, (Boy does time fly) I was in Massachusetts at a very large dealer group. I wanted to prove to my newly trained professionals that going out for an hour during lunch and letting people know who you are, making yourself more "human", will bring in business. I took 5 students and we went out for one hour. As a group, they sold AN ADDITIONAL 50 units that month. Prospecting works, if done properly.  Why aren't you doing it at your dealership? What do you think about this?

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Permalink Reply by Kevin Davis on November 10, 2011 at 6:13pm

I know this is an older discussion....I am newer to the sales industry and I have been through training with Automax. I am trying to build a prospecting system I have a about 8 ideas,I hand out 10+ cards a day and I have a flyer system. I also use other forms that are working for me. Are there any books that you guys recommend or any tips that you would be willing to offer up.

 

One of my weaknesses is that if something is not in a easy to follow system I won't do it, so I work very hard to develop a system so I stick to it. Thank you to any responses in advance.

Permalink Reply by Craig Lockerd on November 10, 2011 at 6:28pm

Kevin I own AutoMax,go to our site www.automaxrecruitingandtraining.com join Sales Stud, many of the answers you are searching for are there,plus training on using social media as well.

If you need more either myself,one of our internal staff or trainers would be happy to spend some time with you by phone....Sell a bunch....Focus,effort and engagement are keys and you seem to have that!

Kevin Davis said:

I know this is an older discussion....I am newer to the sales industry and I have been through training with Automax. I am trying to build a prospecting system I have a about 8 ideas,I hand out 10+ cards a day and I have a flyer system. I also use other forms that are working for me. Are there any books that you guys recommend or any tips that you would be willing to offer up.

 

One of my weaknesses is that if something is not in a easy to follow system I won't do it, so I work very hard to develop a system so I stick to it. Thank you to any responses in advance.

Permalink Reply by Kevin Davis on November 10, 2011 at 6:58pm

Craig, thank you for the reply. I went through training with David Hoier. He gave me a lot of information to start. I signed up for sales stud and I will definitely utilize the information on there. Again thank you for all of the information and for your continued interest in my success.

Craig Lockerd said:

Kevin I own AutoMax,go to our site www.automaxrecruitingandtraining.com join Sales Stud, many of the answers you are searching for are there,plus training on using social media as well.

If you need more either myself,one of our internal staff or trainers would be happy to spend some time with you by phone....Sell a bunch....Focus,effort and engagement are keys and you seem to have that!

Kevin Davis said:

I know this is an older discussion....I am newer to the sales industry and I have been through training with Automax. I am trying to build a prospecting system I have a about 8 ideas,I hand out 10+ cards a day and I have a flyer system. I also use other forms that are working for me. Are there any books that you guys recommend or any tips that you would be willing to offer up.

 

One of my weaknesses is that if something is not in a easy to follow system I won't do it, so I work very hard to develop a system so I stick to it. Thank you to any responses in advance.

Permalink Reply by Craig Lockerd on November 10, 2011 at 7:22pm

Great,Dave is an outstanding trainer and take full advantage of this forum and others as well and best of luck to you!

Kevin Davis said:

Craig, thank you for the reply. I went through training with David Hoier. He gave me a lot of information to start. I signed up for sales stud and I will definitely utilize the information on there. Again thank you for all of the information and for your continued interest in my success.

Craig Lockerd said:

Kevin I own AutoMax,go to our site www.automaxrecruitingandtraining.com join Sales Stud, many of the answers you are searching for are there,plus training on using social media as well.

If you need more either myself,one of our internal staff or trainers would be happy to spend some time with you by phone....Sell a bunch....Focus,effort and engagement are keys and you seem to have that!

Kevin Davis said:

I know this is an older discussion....I am newer to the sales industry and I have been through training with Automax. I am trying to build a prospecting system I have a about 8 ideas,I hand out 10+ cards a day and I have a flyer system. I also use other forms that are working for me. Are there any books that you guys recommend or any tips that you would be willing to offer up.

 

One of my weaknesses is that if something is not in a easy to follow system I won't do it, so I work very hard to develop a system so I stick to it. Thank you to any responses in advance.

Permalink Reply by Maurizio Sala on November 19, 2011 at 12:16pm

Are you interested to know what's happens in... Italy?

Enjoy with this:

 http://www.automotivespace.it/eng/auto/cadillac-man-fantasy-or-real...

The same all over the world!

Permalink Reply by Jack on December 2, 2011 at 12:23pm

Bob very very good point!! My Salesman do not ever prospect it would seem, if you don't mind me asking what is your routine for prospecting? Do you bring information to hand out or flyer's to put up in business's or do you just do a friendly Hello/card/build repor ? Someday I would like to find a method that works even for the laziest/busiest salespeople. 

Permalink Reply by Kenny Atcheson on December 5, 2011 at 6:30pm

Bob I know a sales person that sells 30% of the cars at my clients dealership...and it is because he prospects while the other 8 sales people wait for the next Up.  He could go to any dealership and do the same thing.  They all get the same training yet he is always #1.

Hire people with an extreme desire to succeed and they can accept and implement the training.  Some people are more trainable than others. 

One thing I didn't see anyone here really dive into is this...  

Attract a better customer that is ready willing and able to buy and watch your sales percentage soar.  Then watch your sales people prospect and follow up with the more Ideal customers.  

So many dealers put out the interruptive marketing and do everything they can to "just get people in the dealership" and they fill the dealership with warm bodies rather than buyers.  Then they expect their salespeople to be motivated.  Fill the dealership with people that want to buy and watch your sales people get motivated.  

Nothing breeds success like success.

Permalink Reply by Kenny Atcheson on December 5, 2011 at 6:50pm

I have to chime in on this as a sales person versus what I said earlier about marketing...which is primarily for owners. 

Sales people first need to understand and admit the objections of the industry and to car sales people.  Look at what all the failing sales people are doing and do the opposite. 

Consumers biggest problem with car sales people is TRUST.  Handing out a gazillion flyers or business cards saying, "Call me when you are ready to buy" does not increase TRUST at all.  Add a value added informational piece to your card or flyer enticing people to go back to your blog or Facebook Fan page, and have them sign up for a newsletter to get a free report, The 3 Questions You Must Ask Before Buying A Car.

The report has your information on it and when the person actually becomes a buyer, they are more likely to break out your report than a business card...because it has value to THEM instead of just you. 

Get on your blog and Facebook page for 1 hour per week and give updates on the local area, new restaurants, new movies, referral incentives, non-profit stuff, fun videos, car stuff, etc. to keep them in your loop.  You become the Media, newspaper, television, magazine, etc. 

The problem with simply talking to more people rather than the right people is this.  If the average person buys a car every 3 years and you want to sell 15 cars per month, you have to have 547 people that are willing to buy from you.  You must have a system in place for keeping everyone you talk to in your system.  

A quick hint--> If you are really serious about selling more.  Go where the buyers are actively searching for what you have to offer.  Use online marketing to attract Ideal customers that want to buy versus warm bodies. 

Permalink Reply by William O Johnson on December 15, 2011 at 10:02pm

I have been doing this for quite a while also and I feel that prospecting is not promoted or more importantly protected by management in the the dealership.   WHAT HAVE YOU SOLD TODAY ATTITUDE, AND THE LACK OF MANAGEMENT PROTECTING THE EFFORTS OF POEPLE OUT SIDE OF THE DEALERSHIP.  Internet and fleet should be spending more than half of their time prospecting and networking but if they do their efforts are not protected by managers. 

 

If someone comes into your dealership that you prospected there is less than a 50/50 chance that you have that customed delivered to you.  The old Retail up system promotes taking anyone who walks on the lot as fresh meat.  Rarely will a retail salesman ask what or who invited you to our dealership.  If you catch a sale on the loge that you recognize as your customer the standard reply is they did not ask for you.   TOO BAD they didnt ask for you.  NO penalties for skating NO prospecting.

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