Here is some old school wisdom. form an author unknown. (Probably a horse trader) Read and ponder.
I don’t know. I’ll try. If I could, would ya?
K.I.S.S.: Keep it simple, stupid.
Don’t make direct statements. (unless 100% true)
NEVER LIE.
Two people… Only ONE salesman.
Selling a car is 90% emotional. Emotions are contagious!
It doesn’t matter what I can do, it only matters what the customer commits to.
Don’t fight them.
Never, never, never talk figures on the lot.
Shortcuts cost you money.
Don’t commit yourself on the phone.
Only the “SYSTEM” works.
Humor is the lubricant of life. (use it)
Demo is like a candy; a little is sweet, a lot makes you sick.
Don’t tell customer or explain strategy.
If you lose control, turn customer.
Give reasons to buy today.
A direct statement puts a block in the deal.
You never have to explain a write-up.
Sell yourself – car – dealership
Don’t assume a customer knows more than he knows.
KILLER THINKING:
You’re having a ball, like you don’t care if you sell a car or not.
Get them to do what I want them to do… Not the other way around.
DON’T GRIND (Write-Up Hits)
DEALING ON THE LOT IS THE ULTIMATE SHORTCUT (Costs you money)
EXPERTS DON’ T SELL CARS… SALESMEN DO!
Never talk trade on the lot. It must have a shock value.
Notes on the System:
Customers on the dealership are store customers. (Not salesperson’s or closer’s)
The System preaches to turn always and not too late. Why?
– Be Backs don’t come back.
– You normally lose tons of gross on “be backs”, etc.
– Customers buy within 72 hours.
– You lose some of your killer instinct.
The System is geared for the 90%. 10% are exceptions. Don’t get off the System when dealing with the 10%.