Imagine selling 174 cars in a month. What about 1,425 cars in a year? There are no fleet car sales, only one vehicle sale at a time.

Impossible? No.

If you’re interested in the profession of selling cars, you’ll recognize the name Joe Girard. Mr. Girard is listed in the Guinness Book of World Records as the The best seller in the world. He is a master car salesman.

In his book, Mastering your way to the top, he wrote, “There is a fine line between wishing and dreaming. There is an even bigger line between dreaming and doing. Most people wish on a star. It’s fine and it’s fun, but it means nothing unless you follow that star. In other words, do something to fulfill your dream.“

Like wishing on a star, during a job interview, many car sales applicants talk about the things they will do to be successful. They talk about the importance of follow-up and contact with orphaned clients.

Once hired, their enthusiasm, enthusiasm and energy are often replaced by the new car salesman following the lead of less successful car salesmen. They fail to pursue their dream by not taking action.

action equals success

The difference between a top car salesman and a less successful car salesman is “STOCKFor this discussion, those key activities are:

• IN – Act
• against – Exchange
• you – Goals
• Yo – Invest
• EITHER – Organize
• NO – Now!

IN – ACT do something

Have you heard this saying lately, “Don’t just stand there, do something.“

In the realm of auto sales, the only time you can legitimately be considered present is when it’s your turn to be available in the showroom. Other than that, you have to keep track of your sold listing, contacting prospects, and a whole list of other activities none, not one, of which includes waiting on the showroom floor or in the lot for a prospect to walk in. . in.

A top-tier car salesman goes after opportunities. She doesn’t depend on the dealer to bring them.

against – Change your behavior

Remember the Chinese proverb, “A journey of a thousand miles begins with the first step.“?

It is also true about your journey to become a top car salesman.

That adventure begins when you take steps to ensure that some personal habits match those of being a professional.

• It takes discipline and courage to succeed.

• It means staying away from anyone who sells less than ten cars a month.

• It means coming to work to work.

• It means leaving personal problems at home and not taking them to work.

One top car saleswoman admits she’s in business for herself. She doesn’t allow what Tom Hopkins calls “...bad seeds… ” to influence your day. You are focused and determined. You are prepared to change any behavior that is unproductive or less than professional.

you – Tangible objectives

The best employees, in any sales role, recognize that the only way to improve is to be able to measure improvement.

For those who are on their way to becoming the best car salesman, it is marked with achievement banners. Professional car salespeople identify tangible goals as their roadmap.

Why tangible?

The tangible is essential to correctly implement this successful strategy. Dictionary.com defines tangible as “…real or real…”.

Setting a sales goal of 25 cars a month is real or real for someone who currently has an average of 24 vehicle sales a month. But for someone who currently averages 9 car sales a month, 25 is an unrealistic goal.

Set your sales targets in increments of one, maximum. Be reasonable and realistic.

If you average ten sales a month now, the next goal is an average of 10.5 or eleven, then 11.5 or twelve. Focus on the activities that you need to do consistently to keep going.

Note that you’ll also want to measure your gross per vehicle. Volume, the number of units sold, is important. Staying big is where the big money comes in.

Yo – Invest in yourself

Becoming a top-tier car salesman means taking responsibility for developing your sales skills.

You agreed that the dealership has a vested interest in you and should provide you with more than product training. But it’s not always like this. And, even if you’re lucky enough to be in an auto shop where management embraces sales training, professional commission salespeople still reserve a portion of their sales commissions for personal development.

Where do they invest these dollars?

• Your personal library – books and recordings (audio and video)

• webinars

• Sales training seminars and workshops.

• Possibly a personal trainer, and more.

High-income sales commission recipients are apprentices, with capital ‘Yo‘.

They realize that staying the same will eventually erode their commissions. Staying the same means stagnating.

People change. Purchase of changes of clothes. Technological changes. Becoming one of the best car salesmen is a continuous change.

EITHER – Get organized

Organizing your day, week and month is essential to be productive. But what about the visual connection?

• What is your work area like?

• Are the stationery supplies you use regularly on hand?

• Is your inventory list up to date?

• Do you have extra pens, a calculator with easy-to-read numbers?

• Does your workspace look professional?

In other words, if you were the prospect across the desk, would you feel that the salesperson is competent, professional, and trustworthy?

What about you? If you.

Have you looked in the mirror recently?

From personal grooming to the clothes you wear impact the connection with the prospect. A top car salesperson understands that most people are visual buyers. They buy with their eyes. Your visual perception includes the Dealership, the salesperson’s work area, and the salesperson.

There is no second chance for a quality first impression.

Please don’t be fooled. No matter how big your personality, no matter how dynamic your wit, no matter how welcoming your smile, if your clothing, grooming, work space is cluttered, disorganized, or unattractive, it will affect how the prospect sees you. .

Imagine visiting a banker and on his desk is information about a client. Or how about visiting a lawyer who can’t find a pad to take notes. How comfortable would you feel about the business you need to start with any of these people?

You, as a top-tier car salesman, are no different. People share their financial position with you. They believe that you will take care of obtaining the correct information to secure the financing. And they believe that you will do it legally, ethically and morally.

So how you look, and what your workspace looks like, affects how competent a prospect sees you.

NO – Now! Today. Not tomorrow

There is only one hour on the agenda of a featured seller: Now!

Every prospect is asked to buy or lease today. Yes, that includes the ‘Fair… ‘ family. You know them,’I just look’, ‘I just want a brochure’, ‘I just want a price’, ‘I just want to see what you have’.‘

And it also includes the ‘can not‘ family. You know them too,’I can’t get a down payment’, ‘I can’t get financing’, ‘I can’t get out of my lease, ‘I can’t get what I want for my business.‘

Many car salesmen hide when one of these families arrives.

Aim No those who want to become the best sellers. These boys and girls seize the opportunity to serve these families.

And they ask, “Hi, I’m just looking, if I could find the perfect vehicle for you, is there any reason you wouldn’t leave today?” Gold, “Hi I can’t, if there was a way around the ‘can’t’, is there a reason I wouldn’t buy today?“

Top because sellers are creative. They are ingenious. They are solution providers. And, they are rare.

Oh, in case you’re wondering why top guns jump at the chance to serve these families, consider this. When you’re not selling cars, who do you spend your social time with? Who is in your circle of friends? Who do you tell when you receive great service?

Get the image. The best car salesmen know that the ‘Fair..Families have many friends. And when they’re satisfied, like you, they tell their friends. They tell their friends, I mean, about you because all the other car dealerships they stopped at ignored them, didn’t take them seriously, didn’t see them as worth just asking, “If we found the perfect vehicle for you today, is there any reason you wouldn’t drive home in it?“

By the way, will you close everyone today? Absolutely not. But by asking, now you know the reason for the ‘Fair..‘ gold ‘Can not..‘. Now you have a real chance.

Summary

How to become a top seller is easy, if you are determined. Choose to sit on your butt and you will be equally rewarded.

Choose to accept responsibility for yourself, your sales training, your future, and you will succeed.

Action, that’s itSTOCK‘ is the roadmap to becoming a premier car salesman. start today.