Car sales training on why car salepeople stay average
Grouping your customers is a habit found in both superstar and average car salespeople. But there is a difference is how they group their customers. Most average salespeople group their customers into the following categories which are listed below:
Credit Criminals
Tire kickers
Tire Kickers
Shoppers
If you categorize your contacts this way, you are just killing your paychecks. For a successful salesperson, all the above types of customers fall into one category. And that category is BUYERS! The fact is they are here to buy a vehicle now or somewhere in the future.
All of those “Credit Criminals” will somehow find a way to get approved and end up driving. The people shopping will end up finding a real salesperson who will have them driving. The “Lookers” will need a vehicle as well. And the “Tire Kickers” will also drive a new car. But it will all come down to whether you’re the salesperson they buy from or someone else at the dealership down the street.
A list of how successful car salespeople groups their customers
While it’s true average salespeople categorize like the list above, successful salespeople also has a list. But this list is a bit different. They analyze customers into these categories:
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
I have made the above list in order. The group at the top of the list has the best closing ratio and as you get to the bottom the closing ratios decrease. Did you notice that walk-in customers are at the bottom of that list? Then let me ask you one question- why do average or below average salespeople spend most of their time working with walk-in customer? If you’re average, then it’s time for you to start realizing that you are working with the worst/least productive group of people.
Here is another tip: Learn to work with the top four groups rather than spending all of your time on walk-in customers. The first 4 groups are very productive because these groups of customers have high closing ratios.
Again, this tip might not sound big to you right now. But if you act on it (and we did the math and analyzed it), it can literally double your income. If you earned $45k last year, just working with the top four groups more will allow you to earn $90k or better. It’s not a fantasy. These are very much realistic numbers. Now I’m not saying don’t take any more walk-in. Your dealership provides them so take as many as you can. But your primary objective is to be so busy with the other four types of customers that you won’t have any time to take walk-ins.
Filed under: Training