Mario Farag is senior director of product marketing with SAP. With 15+ years of experience in the software industry, Mario has served in various functions from business operations to product management and go to market. Currently Mario is responsible for SAP’s analytics mobile strategy and HR line of business.
Negotiate a price that is 5-15% less than what the dealer is asking for. It’s not that hard. Lookup “negotiate price used car” on google and read up. When you’re done negotiating, tell them to print/fax the final offer you agree on and then take the car to a dealer specializing in that make, or a specialty auto shop, and have them do a ‘pre-purchase inspection’ ($100-200). You will need to sort this out with the shop a day ahead (or two). Let the dealer know ahead of time that you will be doing this. It’s okay and expected. The shop doing the inspection will tell you if there are any serious problems. If so, abandon the sale or negotiate lower.
Being a car salesman isn’t just about selling a product to the customer, it’s an art and a science. Personality, appearance, authenticity, and your ability to persuade all play a part in working in a car dealership. Many people walk into a dealership and already have a negative perception of car salesmen, and so your job is to change that image into something positive for the customer. You want to show them that you know what you’re talking about and you want to get them the best deal possible. So, it’s important to know a few key things about how to interact with your customers and to, at the end of the conversation, have your customer satisfied with their experience and eager to purchase a car from you.
Discuss pricing and budgets. As you begin looking at new cars, ask customers what they are hoping to spend. You want to offer your customer the best deal while also making sure you can get the most out of the sale as well.
Our evaluation of the growth of these category-killer formats reveals that they are characterized by significant experimentation, not necessarily by great success and profits in their early development. However, once the format is perfected, these retailers rapidly replicate outlets across geographies. When observers look at the financial teething pains of Republic and argue that they are stumbling and will stop expanding, they ignore the lessons of the past.
Drill down to what the value is for those markets. How will it help them? What will their result be if they buy your product? Then create a marketing message around that value as that is what your targets will hear. You will most likely have two different marketing efforts – one to the schools and one to the parents.
If your managers aren’t helping you enough, I strongly suggest taking a automotive sales course through one of the places mentioned earlier. The courses cost less than a commission on a single sale but yet can improve your paychecks ten fold. You should see results immediately. And to answer the other person wondering how long before you can make money — take a class, seriously.
The process of purchasing a new or used vehicle can be a long one. A great deal of research is involved before making a decision on a vehicle, so it’s worth identifying how you can help the consumer with this process.
2017 projected international car sales 79.6m 2016 worldwide production of cars 72.11m Volkswagen is second leading motor vehicle producer 10.13m units Sales of passenger cars in the U.S. 6.87m How many motor vehicles did China’s automobile industry sell in 2016? 28m units Leading luxury car brand in terms of sales Mercedes-Benz Number of commercial vehicles in use worldwide 335m Toyota is the third leading motor vehicle manufacturer worldwide, based on sales units 10.47m
The Miller Group has 42 new-vehicle locations and six stand-alone used-car stores. It ranks No. 10 on Automotive News’ list of the top 125 dealership groups in the United States with retail sales of 30,865 new vehicles in 2011, plus 30,764 used units.
In this team-based environment, having all the answers becomes less important. “It used to be that the best business executives and leaders had the best answers. Today that is no longer the case,” observes Gary Cokins, a technology consultant who focuses on analytics-based performance management. “Increasingly, it’s the executives and leaders who ask the best questions. There is too much volatility and uncertainty for them to rely on their intuition or past experiences.”
Strategy 4. Collect E-Mail Addresses. Get permission from your customers to use their E-mail address. Periodically send updates and notices to your client list. As long as you have their permission and avoid overuse, E-mail can be a powerful and inexpensive marketing tool. Using an email marketing service provider like Constant Contact* can make your mailings professional and easy to send.
Social media marketing clearly offers huge benefits to the automotive industry – more brand visibility, more leads, and ultimately, more sales. But you must be 100% committed to maintaining a social media strategy. Once you start building up a fan base of social followers, you must continually engage and interact. If you go several days without posting or responding to comments, you will quickly lose your social credibility. When it comes to your digital presence, you only have a small window of opportunity to engage with online car buyers. If you don’t, you can be sure your competition will do so.
The first way to tackle this issue is to create a website full of engaging content for any potential customers to enjoy. Adding detailed listings of each vehicle you have for sale is crucial. Vehicle listings should aim to answer any questions your customers may have about their potential purchase, for example, how big is the boot? Does the car have 4WD? Is it a manual or automatic? Adding high-quality images from multiple angles are essential to lure potential customers to your garage forecourt.
Tihilä said this combination of electronic invoicing and MasterCard financing could be a boon to cash-strapped suppliers. Some big buying firms have realized that by withholding payments, or pressing their margins too hard, they risk driving important suppliers out of business.
Many ignore the signals indicating the changes necessary to maintain the competitive advantage needed. Even worse, some are in a stagnant cycle of progress due to the solutions used. Six years of record new car sales has made it easy for some industry professionals to become very comfortable with their ways.
A college degree isn’t necessary if you want to become a car salesman. At minimum, most employers require a high school diploma. Most of the training is on the job. The Bureau of Labor Statistics does not have a specific salary category for car salesman. However, it does report that all employees at automobile dealers, including sales agents, earned $19.11 per hour on average in 2012.
Given this view of the future, what should a manufacturer or major channel player do? Appropriate responses are to some extent situation-dependent, of course, but we believe the three stages of channel evolution observed in other industries provide valuable insight into what is and will be required to prevail in the automotive industry.
With such power & responsibility vesting in them, auto dealerships have recognized the growing need to deliver an extraordinary customer experience to not just their customers but also their prospects. Keeping this in view, we’ve compiled a list of 9 strategies that will redefine the way your auto dealership engages with customers and other prospects.
You should also be able to identify with customers’ desires, interests, lifestyles, and financial status. This will enable you to know exactly the kind of cars they would love and be able to effectively sell it to them.
There are few car shoppers today who are not methodical buyers. The internet opened an era of transformative car shopping research; studies show that the majority of car shoppers use their mobile phones to comparison shop while physically on the lot. Clearly, car shoppers are better informed about the make, model, and price they’re interested in before they talk to a salesperson.
However, all it takes is for one manufacturer to get states to overturn those laws and put dealerships out of business (at least for new cars) with its own distribution centers/online-shopping model. The first to take that plunge will create preference and reflect the brand in a positive manner.
Beyond that, you need to monitor your reviews across all these platforms. It’s part of your digital marketing manager’s job. Respond to any reviews you see fit, but especially the negative ones. Explain your side and offer to rectify the situation. Many buyers will change their review when they see you value their opinion.
Automobile ads are commonly associated with gleaming cars cruising winding roads in catchy TV spots. But a digitally savvy generation of customers, the emergence of new customer touch points, and the need for car manufacturers to distinguish their vehicles in a traffic jam of similar products has given rise to the adoption of new channels and strategies.
Look for true nano target advertising from the companies on the bleeding edge. The ability to offer the right car, at the right price, at the right time, to the right audience, through the right media channel is totally possible. Moreover, the technology exists to source the right inventory to make the process repeatable. This will create a seismic shift in advertising, meaning much of the currently wasted budget can be reallocated to other efforts (hopefully, it’s directed towards human resource management).
3. Salespeople have a relatively low quota (8-12 units per month, depending on store and market). Salespeople who fall below the quota are hard to keep around, partially because they usually suck, and partially because they’re negative people who don’t make good money and consequently drag everyone’s energy down.
A career in car sales can be a great way to work around people and earn a decent income. This career requires a positive attitude, strong car knowledge, and an aptitude for sales. To be a car salesperson, start by getting experience in customer service and building up your knowledge of car brands and models. You can then search for open positions online or at your local auto dealer. Once you get a position, you can succeed in car sales by listening to your customers and responding well to their needs.
ZMOT stands for “Zero Moment of Truth”; the critical instant when a customer is ready to pull the trigger and buy. We’re here to make sure that when that moment comes for the customer to buy, it’s from you.
When it comes to car shopping, social media sites are clearly a major influencer in a buyer’s decision making process. At this point, most marketers understand that social sites should be integrated in some way into a marketing strategy. For some, this may be simply having a Facebook page and posting content or pictures, while other brands have a fully integrated social marketing approach to generate leads and engage with customers. However, with more and more consumers turning to social, the automotive industry needs to get fully engaged with social selling.
Content Writer by profession. I write about Customer Experience, Customer Service and Customer Loyalty. Also, I love talking about disruptive ideas and technology that has influenced customers’ perception of brands. Engineering graduate, huge soccer fan, lyricist and also an avid gamer.
Aspiring car salesmen can enter the field after earning a high school diploma. Most dealerships have in-house training programs for new-hires. These programs can last up to twelve months and combine formal instruction with on-lot experience under the guidance of an experienced salesperson.