Ask a car salesman

[sophie]

Not that I expect people not know the fine details of my job, but it surprises me how often it's mentioned that I'm a used car salesman. I've exclusively managed a new car dealership now for over five years.

I'm sorry man, I couldn't resist.

 

[emzie]

Do you get any benefit like a company car? How are you and your staff expected to know a car if you haven't lived with it for a few days?

 

[rugbyLEAGUEfan]

Do you get any benefit like a company car? How are you and your staff expected to know a car if you haven't lived with it for a few days?

I have a choice, company car which includes the insurance and fuel however incurs fringe benefit tax or cash in lieu (a car allowance).

I take the cash as I live quite close to work so I get less benefit. I buy a trade-in once a year at wholesale price (what we paid), drive it till the registration expires then sell it at retail and generally make a couple of grand.

One lesson I've learnt over the years is that there is no car you will enjoy driving more than one you paid well under the odds for and will eventually be sold at a profit. There is no pleasure in driving a $40,000 car with a $39,000 loan against it.

I drive a 2006 Sonata in an awful beige with awful beige leather. It handles like a boat and the steering wheel merely offers suggestions. It is a genuinely crass motor car that provides literally no relationship between man and metal. But it has 40,000kms on it, is an elderly persons dream, owes me $6,500 and will eventually find itself in some distinguished gentleman's garage for $9,000.

As for your second question, I'm a stickler for good product knowledge and insist they know their stuff. But they are paid to know about people, not cars.

 

[Borachio]

I'm with you there. Cars are unbelievably expensive for what they are: a means for getting from here to there.

There's some delight in a nice piece of engineering and craftsmanship, I'll grant you. But then you'd be talking about massive amounts of money, which, for most people, would be better spent on somewhere to live.

Cars under ~$100,000 (?) are just so much cheap plastic crap, in my ever so humble and poorly informed kill-joy opinion.

And whatever vehicle you're sitting in, you're in the same traffic jam as everyone else.

 

[Irkalla]

You seem to have piqued my interest in car sales. I still live with my folks, but I want to get out of here eventually. I'm young (22,) I'm told I'm handsome, and I look around me and see people that aren't as book smart, rational, or persuasive as myself. Perhaps I prefer my own attributes over those of others, but hey.

I'm currently working in Fast Food, as a Grillman at Wendy's. I don't care for it too much, but I get in, do my job like it's the most important thing in the world, and then I go home. Working 20 hours over 3 days a week for 7.25 USD (7.85 AUD) an hour just isn't cutting it for me.

As I still live at home, I only have one bill to pay and I have no children or a wife to worry about. I've divided my income into living expenses, my eventual childrens' uni fund (the future is the best investment,) savings, and retirement. This means I don't have many expenses, and I have a lot of time on my hands.

To get to the question, what's a good line of **** I could someone in your position to talk them into giving me a shot at the job? I've no sales experience of any sort (Perhaps this means that I could bring fresh ideas from the outside into the place.) I feel like if I sell myself well enough to the person I would be dealing with, that they'd allow me to sell their dealership and the brands they carry; if I can't sell myself well enough, then how can I sell the product, much less myself, to the customers?

It's worth noting that I was awarded my current job before even applying for it. I basically walked in, sold myself, asked to schedule an interview, and within a week the job was mine. I sold myself to the assistant manager in the span of about 30 seconds, and on my interview day I sold myself to the other two baby managers in a few minutes, and to the store manager in the span of about an hour. Mostly, I made extensive use of turning perceived negatives into positives. Turning firings into learning and growing experiences, mistakes made into lessons learned, that sort of thing.

So? What say ye?

Also, for the folks wondering where I might be from that don't get the ref in my Location...


Link to video.



EDIT: Wow, I just noticed this thread hasn't been replied to in over three months and is like 4th on the list. What the hell happened to OT?

 

[downtown]

If your local dealership won't take you, it shouldn't be hard at all to find an entry level sales position selling something else in your area. Do that for 3-5 months to see if you like selling things, and then getting a car sales gig shouldn't be so hard at all. If you told me what city you're looking for I could probably find half a dozen entry level sales gig in 20 min.

 

[rugbyLEAGUEfan]

It's a bit late so I can't address your post in detail but a few things stand out.

Firstly, I strongly suggest dropping the whole "line of ...." and "persuading" angle. Admittedly that may be useful in getting a job in the first place, but when it comes to actually earning someones business, you're gonna get left behind by salesmen who's method is rooted in product knowledge, professionalism, honesty, delivering upon commitments and actually caring about a customers needs.

As arrogant as it sounds, I've been eating fast talking, couldn't care less, nil integrity salesmen like that for breakfast for years. This kind of salesman has made me so much money over the years by making it so easy for me.

You can only take it so far if your technique is rooted in minimal identification of a customers needs and a threadbare product presentation. As a consequence, you'll spend all your time negotiating instead.....and the price is always going down. You'll make $50,000 a year working six days a week and barely make more per hour than you are now.

And if you don't close them they are not coming back. Instead, they meet a salesman who is constantly asking questions and not talking, is building a relationship of mutual respect and mapping out a path to get the customer off the bus and into a car that genuinely meets his needs. As a consequence the negotiation process is a brief one, gross profit is retained, customer is happy and salesman is on the way to making $200,000 to $300,000 a year, all by actually giving a s.... about the customer. Sweet deal heh?

You clearly have confidence and drive......use your powers for good, not evil, and clean up in the process

 

[Irkalla]

It's a bit late so I can't address your post in detail but a few things stand out.

Firstly, I strongly suggest dropping the whole "line of ...." and "persuading" angle. Admittedly that may be useful in getting a job in the first place, but when it comes to actually earning someones business, you're gonna get left behind by salesmen who's method is rooted in product knowledge, professionalism, honesty, delivering upon commitments and actually caring about a customers needs.

As arrogant as it sounds, I've been eating fast talking, couldn't care less, nil integrity salesmen like that for breakfast for years. This kind of salesman has made me so much money over the years by making it so easy for me.

You can only take it so far if your technique is rooted in minimal identification of a customers needs and a threadbare product presentation. As a consequence, you'll spend all your time negotiating instead.....and the price is always going down. You'll make $50,000 a year working six days a week and barely make more per hour than you are now.

And if you don't close them they are not coming back. Instead, they meet a salesman who is constantly asking questions and not talking, is building a relationship of mutual respect and mapping out a path to get the customer off the bus and into a car that genuinely meets his needs. As a consequence the negotiation process is a brief one, gross profit is retained, customer is happy and salesman is on the way to making $200,000 to $300,000 a year, all by actually giving a s.... about the customer. Sweet deal heh?

You clearly have confidence and drive......use your powers for good, not evil, and clean up in the process

I never said I didn't care about the customers. I just need to convince the guy to give me a shot at it. If I got the job, I would intend to build my reputation upon commitments, learning and fulfilling a customer's needs, knowing and understanding the product and brand I intend to sell to a reasonable degree, and making the experience as painless as possible for the customer.

If this means getting stiffed on a few narrow deals, then hey - I can take it. At least I'm closing and building a reputation in the process. And I feel like that's the only way I'll be able to mop up in the future. Taking a hit today and building a reputation on it, so that tomorrow I can do more business and get some better deals. That said, I don't intend on settling, and intend to walk out with some margin. It really is a delicate balance, to sell the product with some margin without negotiating yourself out of a sale.

 

[Formaldehyde]

Are car salesmen in Australia perceived by the public better than they are in the US?

Being a member of Congress rates as the least ethical and honest professions – faring worse than car salesmen by 4 percent – according to a new Gallup poll out Wednesday.

In a poll ranking how Americans view the honesty and ethical standards of 21 professions, Congressmen were rated as having a “low/very low” ethical standards by 55 percent of 1,017 adults across the nation. Only 9 percent said members of Congress have “high/very high” standards, while 35 percent gave the lawmakers an “average” rating.

Car salesmen were the only other professionals to get a “low/very low” rating by at least 50 percent of respondents, receiving 51 percent.

Senators ranked third lowest in the poll, earning a 49 percent “low/very low” ethical rating, beating out stockbrokers, 46 percent, and HMO managers at 43 percent.

Only 11 percent of respondents gave senators a “high/very high” ethical rating.

Nurses ranked as the most respected profession with an 83 percent positive rating. Following nurses were pharmacists at 66 percent, doctors at 65 percent, police officers at 63 percent and engineers, who received a 62 percent “high/very high” rating.

Governors were the only other political job polled, and ranked much higher than lawmakers in Washington. Only 15 percent said they had a “high/very high” opinion of governors, but 48 percent gave governors an “average” rating while 35 percent rated them as “low/very low."

The attributes you state make a successful car salesman in Australia seem quite different than they are here. But I think there are at least some dealerships which try to operate the way your own does. However I think they are more prevalent in luxury car dealerships. Most of the others only seem to care about volume with little repeat business.

 

[Zelig]

As a consequence the negotiation process is a brief one, gross profit is retained, customer is happy and salesman is on the way to making $200,000 to $300,000 a year, all by actually giving a s.... about the customer. Sweet deal heh?

Grinding out the best possible deal is what makes me happy.

 

[rugbyLEAGUEfan]

Grinding out the best possible deal is what makes me happy.

Not every customer is alike but remember, you are flesh and blood not a deal grinding robot.

Every customer wants the best possible deal it's just that everyones perception of this varies. A good salesman will do their best to ensure that all the ingredients of a "good deal" are brought forth....service, product, rapport, selling the dealership etc such that the (admittedly most important component) price is not the only thing driving the sale.

@Form and Irkalla (relevant to your post). The poor reputation of car salespeople is a wonderful thing for me. I meet numerous, otherwise lovely customers who come in extremely defensive to the point of rudeness. Ask the right questions, get them talking, show some interest and once they realize that yes, you want their business but you intend to hold their hand so to speak and guide them through the minefield that they perceive they must walk through to buy a car, you'll more often than not sell them a car. Your competitors incompetence has played a huge part in your sale

Also, I work in a volume driven dealership (Hyundai).....130 this month alone. None of what I've been promoting is "anti-volume". I'll take a skinny deal over no deal all day but too many salespeople's process essentially ensures that no other outcome is possible. What I'm promoting is a method designed to give yourself not only the best chance to close a deal but maintain gross as well. This works equally with Ma and Pop as it does with the Zeligs, you just need to refine the technique each time as everyone is different. "Thinking on your feet" is extremely important.

I don't do business the "right" way because I'm Mother Theresa, I do it because it works.

 

[Zelig]

Not every customer is alike but remember, you are flesh and blood not a deal grinding robot.

Temporary inconvenience.

 

[rugbyLEAGUEfan]

Temporary inconvenience.

I don't accept that you will not pay a little more, even if it's subconscious, if the product has been so well "sold" that it's value in your mind increases. Similarly, even if subconsciously, you will rightly put a dollar value on the service component.

Even if you are that ice cold in your grinding (which I respect), I bet you've walked away from a few deals in your time (not just cars) due to the vendor being a dick head. You wanna grind me to the last cent? Be my guest, this old dog has a few things up his sleeve I'd still back my approach to be the best way to successfully close you even if I end making very little.......you've earnt it.

 

[Zelig]

I don't accept that you will not pay a little more, even if it's subconscious, if the product has been so well "sold" that it's value in your mind increases. Similarly, even if subconsciously, you will rightly put a dollar value on the service component.

Even if you are that ice cold in your grinding (which I respect), I bet you've walked away from a few deals in your time (not just cars) due to the vendor being a dick head. You wanna grind me to the last cent? Be my guest, this old dog has a few things up his sleeve I'd still back my approach to be the best way to successfully close you even if I end making very little.......you've earnt it.

Well, I'd preferentially purchase from a dealership that had a policy of no negotiation and which only sold vehicles at list price, assuming those prices were fair.

 

[Camikaze]

Are car salesmen in Australia perceived by the public better than they are in the US?

From here.

 

[ParkCungHee]

I drive a 2006 Sonata in an awful beige with awful beige leather. It handles like a boat and the steering wheel merely offers suggestions. It is a genuinely crass motor car that provides literally no relationship between man and metal. But it has 40,000kms on it, is an elderly persons dream, owes me $6,500 and will eventually find itself in some distinguished gentleman's garage for $9,000.

Have you ever considered trying out for Top Gear if a position opens?

 

[sophie]

Have you ever considered trying out for Top Gear if a position opens?

Silly PCH. Reasonably priced cars? On Top Gear?

 

[ParkCungHee]

You have to launch amphibious invasions with something.

 

[Formaldehyde]

Have you ever considered trying out for Top Gear if a position opens?

I applied for the position of Stig but they didn't want someone faster than the current one.

 

[rugbyLEAGUEfan]

Well, I'd preferentially purchase from a dealership that had a policy of no negotiation and which only sold vehicles at list price, assuming those prices were fair.

The problem you have there (I'm only talking new cars) is that the vast majority of dealerships are separate entities. To go it alone as a Toyota dealership with non negotiable prices would be commercial suicide. All Toyota dealers would have to agree on the price which would be illegal in most countries.

Further to that, dealerships don't drive the negotiation process, customers do. You see a car and it has a price on it. The salesman does not proceed to ask you "So, how much can I drop the price?"