Auto sales training article on why car salespeople stay average
Whether you're average or a superstar car salesperson, I'm sure you still group you customers. It just all comes down to how you group your everyday customers. Take a look at the following to find out how the average car salesperson is grouping their customers.
Lookers
Tire kickers
Tire Kickers
Tire kickers
It's this type of grouping that is just killing the average car salespersons paychecks. But on the flip side, the superstar salespeople in the car business view these customers in one way. And that is that all of these people are BUYERS! Think for a moment and you'll realize that all of these people will buy a vehicle now or sometime in the near 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
What about the superstars in the car business? How do they group their customers? Well it's quite different then the list mentioned above. Below is how successful car salespeople categorize their customer base.
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
The above list is in order with the highest closing ratio group being first. The further you go down the list the harder it is to close those types of customers. Another thing you should notice is that the last group is "walk-in customers". If they are the hardest to close then why do average salespeople spend all of their energy on this one group instead of the more productive ones? If you're an average salesperson wake up and start focusing more on the productive groups.
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.
You might not think big about this tip right now. But this tip alone can almost double your income. Let's just say you earn $40k a year in the car business. Changing your customer group can literally earn you $80k or more. And yes you read right. I am dead serious on this. We have done all the analyzing and math for you. The numbers above are a very realistic income. Now don't get me wrong. I never told you to stop taking walk-in traffic. If you have the time, then take as many as you can. But you need to focus a lot more on the more productive customer groups.
Lookers
Tire kickers
Tire Kickers
Tire kickers
It's this type of grouping that is just killing the average car salespersons paychecks. But on the flip side, the superstar salespeople in the car business view these customers in one way. And that is that all of these people are BUYERS! Think for a moment and you'll realize that all of these people will buy a vehicle now or sometime in the near 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
What about the superstars in the car business? How do they group their customers? Well it's quite different then the list mentioned above. Below is how successful car salespeople categorize their customer base.
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
The above list is in order with the highest closing ratio group being first. The further you go down the list the harder it is to close those types of customers. Another thing you should notice is that the last group is "walk-in customers". If they are the hardest to close then why do average salespeople spend all of their energy on this one group instead of the more productive ones? If you're an average salesperson wake up and start focusing more on the productive groups.
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.
You might not think big about this tip right now. But this tip alone can almost double your income. Let's just say you earn $40k a year in the car business. Changing your customer group can literally earn you $80k or more. And yes you read right. I am dead serious on this. We have done all the analyzing and math for you. The numbers above are a very realistic income. Now don't get me wrong. I never told you to stop taking walk-in traffic. If you have the time, then take as many as you can. But you need to focus a lot more on the more productive customer groups.
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posted by Frank Potter at 5:10 PM
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