Why the Average Salesperson Sells 8 - 10 Cars per Month

Rating:
  • Currently 4.75/5 stars.

Views: 2619

Favorite of 2 people

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Comment by Wayne Weathersby on February 4, 2013 at 8:57am

It's because they are being trained by a manager who was probably a 8-10 car per month guy! They are telling these people to do stuff they DIDN"T do when they were on the floor and calling these salespeople average! In reality it's probably a manager with average skills teaching a salesperson everything they know!

Comment by SCOTT TYNER on May 4, 2012 at 9:37pm

Good video! Where can I find ALL your videos? I'll check around myself too...

Mr. Taylor, I heard what he said about the birthday cards... and I didn't take what he said to be saying it shouldn't be done any longer. It sounds like he's saying that birthday cards sent out, in the same OLD way will get the same OLD results so to speak. Follow up should involve The birthday card and the "Happy Birthday" on their FACEBOOK page or Happy Birthday " email or any other creative way to stay in front of them in a way that serves you both (the customer and the dealer).

Sounds like he's at the beginning of what he is trying to say...let's hear him out...at least.

Comment by ERVIN Malden on May 4, 2012 at 3:43pm

great video a real eye opener, got the juice flowing and the brain thinking

Comment by Joe LaClare on May 4, 2012 at 11:33am

This is absolutely true. David, you really hit the nail on the head with this one. We have to shift our paradigm to meet an informed buyer. By the time the buyer comes to your showroom, they already know everything there is to know about the car they want. The best way to increase success, is to follow up often with your customers and get them back in the showroom well before the end of their contract.

Comment by Stanley Esposito on March 14, 2012 at 10:18am

The reason is simple. The best salesman are now out of the business. The pay has not changed since 1979. To make what a guy who sold 8 to 10 cars did in 1979 you would have to sell 24 to 30 in 2012. You get what you pay for.Trainers preach to the salesman to sell the features and quality. Take your own advice and pay for a quality salesman.

Comment by Mark Phillips on March 13, 2012 at 5:59pm

What now? What is the answer to your questions. The average car sales person sells 8-10 cars because we don't recruit and train professional sales people. We take whatever replies to our ads and then let them work their weak version of the road to the sale. Make them do the work, follow whatever system you have, pay them damn good for it and you will get more out of them.

Comment by Dave Jenkins on March 13, 2012 at 5:33pm

So I am wondering what is the replacement for "The road to the sale"?, I keep hearing alot of speakers telling me what I  am doing wrong but I don't hear what I should do differently or what is the "Newest" way to sell. If its not the Road, then what is it? What structured process do the really good salespeople abide by to become successful? And I'm not talking about about the relationship aspect that salespeople gain with their customers over time, and I'm not talking about the salespeople who have a customer base of 1500 plus folks. I'm talking about the Fresh Up on Saturday Morning and what is the new process in selling and starting the new relationship with that customer.

Comment by Fran Taylor on March 13, 2012 at 4:20pm

Very interesting. I would like to know what steps of a sale you would eliminate or add to get sales reps to 12 a month.  I respectfully disagree about sending birthday cards. If sales reps hand writes everything with a nice note inside is very powerful.  Then a follow up phone call is what builds relationships is all about. This is what dealers got away from by doing printed sheets of paper and saying Happy Birthday compared to the real deal just to save money. Personal touch will get to the 12 a month or more.

Comment by Bill Gasson on March 4, 2012 at 8:49am

A very much of an eye opener . Thank you

Comment by Ray McGowan Sr. on December 21, 2011 at 3:31pm

David, thank you for your informative presentation.  I do agree with almost all of it.  Too bad that a majority of the dealers and managers do not invest the time or money to make a true rounded professional (that’s the true reason we lose people to other business opportunities).  Several years ago I had the opportunity to work with Denny Sims in a training session and the training was informative and worked for our dealership.  Our dealership owner believed that training was the catalyst for our people to perform better (to include management).  Although you state that the industry has not changed in several years (I've been in it for over 30), it seems that very few dealers truly understand what training brings to the table.  I mean training for the long term and not the short term.  For anyone reading this forum, get a few books on the subject Total Quality Management to understand what change means to your dealership and how it can effect your customers and employees.  Large corporations have been utilizing this concept for years and it works.

The failure of the average salesperson is in direct relation to the management staff.  I have witnessed managers that can sell a car and close a deal, but have no idea how to manage people.  At the same time, I have witnessed salespeople that should not be greeting a customer due to their improper training or lack thereof.  Dealers and managers can place blame and point fingers all they want as to why their salespeople are average.  The truth is that they have not properly given a new salesperson the training needed to combat an ever changing consumer base.

There are several dealerships where there is little turnover.  The reason?  The people they hire are the "right" people and they pay them and invest in the long term relationship. The management staff knows how to motivate and train their people and gives them a reason to become more productive than an "average" 8 to 10 car person.  They pay them properly and work as a “team” to produce results.  It’s the process from the initial interview to the point the employee feels comfortable performing the job.  This is what produces better than average people.

 It all begins with the process.  That means measuring the success of the processes and what needs to be changed and implemented to achieve better results.  I could go on and on and on.  The best advice I can give any dealer or manager today is to look at the business model of Federal Express and learn how their people are trained and how they perform.  It is a true management perspective that achieves the impossible.  Our business needs a new business model where the dealer and management staff takes the time and invests in the people they hire.  It's really too bad that the "average" salesperson is given the DVD's, a training book on the 10 Steps and told to study the brochures and prepare to greet customers 5 days after their hire date.  That's the truth of the matter and I witness it day after day.  Thank you again for your insight.  I hope other people viewing the video truly appreciate its content.

Latest Activity

Bill Wittenmyer posted a video

WittsWiseWords: Super Workers

Are you setting your employees up for success? In this #WittsWiseWords, automotive retail expert Bill Wittenmyer talks about why your super-start employee ma...
17 hours ago
Michael Trasatti posted a video

New Thought Processes in Hiring

Mike Trasatti shares why companies should rethink their hiring processes in this video blog.
17 hours ago
Samuel posted a blog post

Top Anti Phishing Softwares that are Affordable

As the security threat is increasing more, people look for a secure way to increase their data…See More
18 hours ago
Courtney Evans posted a blog post
Friday
Anthony Giagnacovo posted a blog post
Friday
Mike theCarGuy Correra posted a video

Why Buy In is Important When Adopting New Technology

Account Manager Mike Correra shares why staff buy-in is vital to success when adopting new technology.
Friday
Jim Flint posted a blog post
Friday
Damian Boudreaux posted blog posts
Friday
John Sternal posted a blog post

Auto Loan & Lease Origination Data Through April 2019

Here is the most recent auto loan and lease origination data and trends from Equifax.  Key…See More
Wednesday
Bill Wittenmyer posted a video

#WittsWiseWords: F&I - Be the Most Obvious Choice

As dealerships shift their staffing structure to streamline the car buying experience for today's connected car shopper, Bill Wittenmyer explains the benefit...
Wednesday
Mike Esposito posted a blog post

Technology Can’t Replace Process

Dealers often look for new technology solutions to help them solve a problem, and rightfully so.…See More
Wednesday
Erik Nachbahr, CISSP posted a blog post

How to Build a Human Firewall

Cyberattacks are on the rise. In the first six months of 2019, the number of data breaches has…See More
Sep 10
Eliana Raggio posted events
Sep 10
Eliana Raggio updated an event
Thumbnail

FREE WEBINAR: How to Get 5-Stars and New Leads at https://digitalairstrike.com/webinars/How-to-Get-5-Stars-and-New-Leads

September 12, 2019 from 12pm to 1pm
Did you know that nearly half of all consumers are choosing businesses and brands based on online…See More
Sep 10
Jim Flint posted a blog post
Sep 10
Mike Esposito posted a blog post

Auto/Mate Integrates DMS with Text2Drive Text Messaging Platform

Albany, N.Y. – September 9, 2019 – Auto/Mate Dealership Systems announced today it has successfully…See More
Sep 9
Crystal Hartwell posted a blog post
Sep 9
Michael Trasatti posted a video

How Do You Deal With Stress?

CEO Mike Trasatti shares the importance of dealing with stress personally and within your dealership.
Sep 9
Ryan Holman posted a blog post

Dealing With Auto Dealership Business Is Easier With Billboard Advertising

Technology has changed the marketing world today, and billboards are an innovative form of it. We…See More
Sep 9
Simon Hopes posted a blog post

How to Turn Driving Into a Professional Job

Some people were born to be behind the wheel – and there are many ways to turn this unique passion…See More
Sep 9

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service