For 2013, I Resolve To…

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I resolve to sell more cars this year.

I resolve to do what it takes to sell more cars this year.

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I resolve to do what it takes to sell more cars this year, even if it means learning a new skill or two.

I resolve to do what it takes to sell more cars this year, even if it means learning a new skill or two despite my natural resistance to change.

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I resolve to do what it takes to sell more cars this year, even if it means learning a new skill or two despite my natural resistance to change, without forgetting the fundamentals.

I resolve to do what it takes to sell more cars this year, even if it means learning a new skill or two despite my natural resistance to change, without forgetting the fundamentals – or myself.car_salesman_ju__top_

I resolve to do what it takes to sell more cars this year, even if it means learning a new skill or two despite my natural resistance to change, without forgetting the fundamentals – or myself – while I make a good living helping my customer get what they want.

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“Pleasure in the job puts perfection in the work.”  – Aristotle

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You’re Getting Warmer

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In warm weather or cold weather, we can count on being mystery-shopped in our business almost every day.

However, it can still be disconcerting to get a report card on our performance. “You mean, that whole experience was a lie?! Oh, look, I got an ‘A.'”

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One of our clients sent us a report recently that was done by the manufacturer. They scored 10/10 on the quote portion using SalesCatcher.

The part I’m most proud of? “TONE OF EMAIL RESPONSE: WARM & CORDIAL; EXPRESSES APPRECIATION FOR YOUR SALES INQUIRY” (the best possible answer).

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What this means is that somehow we figured out how to convey warmth and appreciation in addition to (and not despite) the bells and whistles like the high-resolution photos of the inventory vehicles; the ability to change the color of the car; a link for the shopper to send you a text message right from the quote itself; exact price of the car with no asterisks, with discounts and rebates; a link that opens an equipment list; etc.

If you think SalesCatcher could net you more sales (like it’s doing for everyone else) and you want to call me at 714-912-9714 for references or a free demo, you’re getting warmer…

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“You Will Soon Achieve Great Success… In Bed”

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Everyone’s familiar with the little game where you tack on the words “in bed” to the message in your fortune cookie.

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Successful car sales works the same way… except you’ll use different words (regardless of your past four-poster successes).

For this game, you’ll add on “Better Than Your Competitor.”

Let’s try. What’s the first rule of sales?

Know Your Product.

So now we have: Know Your Product… Better Than Your Competitor.

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What’s the second rule of sales?

Know Your Customer… Better Than Your Competitor.

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Third? Sell Yourself… Better Than Your Competitor Does.

Fourth? Believe In Your Product… Better Than Your Competitor.

And so on. We could do this all day, but if you’re like me, you just got a sudden case of the munchies and need a “me” break.

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Now, for those of you who went back and inserted “in bed” after the rules of sales? No harm done, all in good fun… but you’ll just give yourself needless anxiety if you combined the two add-ons.  Seriously, competition is only for sports and the work place…

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“You Have Something I Want”

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“I want something that you have

And you want something I have, or you wouldn’t be reading this quote request

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But let’s be frank – I can also get it from someone else, maybe even someone you know

No offense

So I will need your best price right here, right now

Just to get in the door with me

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Chances are, I will give you what you want

If your first offer to me is at least… reasonable

Actually, better than reasonable

Close to rock bottomlowestpriceSorry if this seems cold

But I’m trying to protect myself from getting hammered

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After all this rigermorole, will I end up buying something else?

I don’t think so… (but that’s because I don’t buy a car very often and am not aware that I probably will switch, but we’ll ignore this for now)

So…

What’s your best offer on a ________?”

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Am I Selling Cars, Or Helping People Buy Them?

funny_carsThere’s a subtle difference in emphasis…

…but it’s a difference that could make a career.

It’s a gap you could drive a semi through.

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“Am I helping people buy cars, or am I just selling them?”

…is the same question, only reversed…

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…because good questions are worth asking twice.

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