Inside these articles I cover many topics that will only help you sell more vehicles. But what you do with this information is completely up to you. I can only make the words appear in front of you, whether you choose to follow my advice is entirely on you.

I know once in a while you spend a few minutes going over the info from these articles. That's the easy part. But the biggest challenge you will face is putting the time and effort into mastering the techniques that are taught here.

Let me tell you a classic story and I'm sure you might have seen a variation of this at your dealership in some shape or form. They hire a new salesperson at ABC Motors. The newbie has never sold cars before. He is very excited about selling his first vehicle. The veteran salespeople are out in the corner in a huddle spending all their time on being non-productive. All of a sudden a walk-in customer is about to enter the showroom. So the veteran salesperson looks at the customer and tells the newbie, "nah, he's a tire kicker, you can have him". So the newbie says "Thanks". With all the excitement in the world the newbie sells a vehicle to that same customer. And the veteran salesperson says "He just got lucky".

I can't teach you to get lucky. But all I know is if you practice and master the skills that are taught here, the luckier you'll be. If you keep practicing new skills and keep training in sales, soon you'll be the luckiest person in your dealership. At least that's what all the other salespeople will think so.

Automotive Sales Managers And Salesperson Relationships

Unless you're a hot shot pro or a semi manager, chances are there are one or more managers who work with you on your deals. So how do you get the best out of them?

As people, we are all different and so are your managers. Usually you have more than one manager and they all work deals some what differently from one another. Most salespeople though have a favorite manager that they love to work with. And often there are salespeople who hate working with other managers.

• First, stop blaming your managers for a lost sale. You must understand that each one will work differently. But remember that they are on your side. Because they get paid on how well they gross on the vehicle. So if you lose a sale, they lose a sale. Give them the respect and credit. They are in charge and they will work deals that will benefit both of you.

• Second, there is a good chances that you're managers are usually right on negotiating the deal. Since you have spent some time with the customer, build rapport with the customer, chances are you are more emotionally attached to that customers' situation. Now your manager is a new person and he/she should be able to make the right decision to close a sale. So stop fighting with them.

• Third, be organized when you present a deal to your manager. It will only save you time. If you need payments or appraisals, have all the necessary paperwork ready. Write ups, credit apps should be completely filled out. Be neat and organized. This would make a good impression on your manager and it will be easier for you to work the deal smoothly.

Life Long Follow-Ups

In past issues I always like to touch on the topic of follow up. But I really want to stress the importance of this subject. The biggest secret I can offer you is that, if you want long term success, then follow up is a must. All the top notch salespeople in this industry will tell you that they have an intense follow up system.

If you don't follow up then basically you are relying on walk-in traffic to come through the door. Just imagine one day that all walk-in traffic stopped coming. What would you do then? Now if all this time you worked on building a customer base, then you would never have to rely on walk-in traffic again.

Timing Your Follow-Ups

Sold customers-

1. Call customers within a few hours after delivery.

2. Send customers a thank you card the same day.

3. Three days later call them to see if they got their thank-you
Card.

4. Seven days or a week later make a second phone call.

5. In 14 days or two weeks later make a third phone call.

6. In 30 days or a month later make a fourth phone call.

7. Every 45 days send them a new mail out.

8. Every 60 days follow up by phone.

Unsold customers-

1. Call them within a few hours.

2. Call them within 24 hours.

3. Call them within 2 days.

4. Call them every two days for two weeks.

5. Call them every week for a month.

6. Put them in your regular mail out list. That is, the mail out that goes out every 45 days.

This is a good time line for a follow up system. Repetition is the secret ingredient to a successful follow up system. It's almost like growing a plant. The more you take care of it and water it, the more it will grow. Just like your customer base. Learn to retain loyal customers and grow a strong customer list and you'll never beg for a sale again. And don't forget to strengthen your relationships with your automotive sales managers.