Selling Used CarsThe secret to earning big commissions and holding gross selling used cars is developing a solid network of repeat and referral business. Car salespeople recognize "Closing the Sale" is not the end of the relationship, it is the beginning. When the customer steps out of the business office and is ready to take delivery of their new wheels, successful car salespeople coach their new customer on how to become a walking talking sales prospecting billboard for them.Although most talked about, repeat and referral business from customers is only one venue for effective car sales prospecting. Selling used cars, in fact, selling cars in general, requires buyers. For most car salespeople, "Ups", that is waiting for prospective car buyers to come into the Dealership, is their primary source of sales. In general, automotive sales consultants whose only source of sales are Ups will rarely move beyond the poverty level. Most automotive sales training touches on the need to prospect. Unfortunately, for most car salespeople, prospecting is more work than they are prepared to do. When interviewing top automotive sales performers, prospecting is front-and-center in their sales toolkit. And yes, successful used car salespeople keep
their prospect funnel full. Car Salesmen Are Lazy!What's the secret to ongoing repeat and referral business from sold customers - staying connected. As a car salesman staying connected after the sale is a recipe for success. As obvious as it sounds, few car salespeople do this.I interviewed a car salesperson from a used car store who told me their policy was not to follow up with sold customers. The reason, they get too many complaints about the sold vehicles. Note the word 'complaints', not 'compliments'. Ouch! In days gone by the number one reason for not making serious dollars selling used cars was lack of training. Today, the internet makes all the training any car salesman or car saleswoman needs easily accessible. Now, the number two reason is number one. Far too many car sales people accept just being over the poverty level. Complacency has set in. Initiative is dulled. Laziness is status quo. In closing, selling used cars pays big commissions to the salesperson who chooses to treat the position as a career and not just a job. Continuously looking for ways to stay connected with your sold customers in such a way that you are not intrusive will result in repeat and referral sales. Imagine your excitement when car buyers enter the Dealership and specifically ask to see you. This sure beats standing at the door hoping and waiting, doesn't it?
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