brand new GM salesperson here...new to the auto industry too!

[TJS0909]

Hi all,

As of this week I am joining the General Motors team as a full time sales consultant!

Although I do bring with me over 13 years of sales and customer service experience (primarily hospitality and retail), I am a complete "green-horn" when it comes to the automotive industry.

Although excited with the potential that this career move offers, I do feel a bit nervous and apprehensive about entering such a new field.

Do any of you sales veterans out there have any invaluable advice you'd like to share with an "auto-rookie"?

[linton23]

Good rule is dont judge a book by its cover you never know who has the money to buy a car. Study the product most of the other sales people in my store would ask me about the products in front of there customers guess what you ask someone else to many questions the customer will think he needs to be talking to them. Be ethical and honest being a sales person does not mean you hae to lie cheat and steal. I have a great many customers that are my friends. Its like my boss says we are here to shear the sheep not cut there throats you run out of sheep in the end. Be willing to learn everything. I do internet leads, F&I, trade in appraisels, orders and bids all because I am willing to ask a question on how to do something and learn. If you aint learning you are dying.

[TJS0909]

good advice, thanks!
Anyone else...?

[rosedalechev]

I would say you on the right track, looking online and finding communities of people in the business. I agree with the previous post but would also recommend doing research online from a consumer perspective. find reviews good and bad, find car buying tips, anything you can use to put your customers at ease and SHOW them they are making a well informed decision. I use a three ring binder and fill it with industry reviews, car buying tips (dos and don'ts), thank you notes and surveys. If you ever have to walk away from your guest give them your book and it will (should) comfirm their choice to buy from you and GM!

welcome and good luck!

[johnnyl321]

Stay at one place!!! Too many salespeople think the grass is greener on the other side of the fence...it isn't. And like the others say, be honest with your customers....underpromise and overdeliver. If you don't know the correct answer to a question, say so...and then offer to find out.
Good luck in your new endeavor. There will be times it's very frustrating, but it's also very rewarding. Stay in touch.

[F14CRAZY]

While I'm not a salesperson, I'd suggest you know the spec's pretty well about the vehicles you sell and the specs of comparable vehicles from other brands.

[Mustapha Mond]

I too am not a sales consultant but I am a repeat customer because everyone at the dealer from the receptionist to the sales staff to the service writers to the technicians treat me with respect and dignity. I have rewarded their good service by purchasing three new cars there so far and I wouldn't think of taking my car anywhere else for service, not even oil changes. No one touches my car but GM. Be good to your clients and they will reward you. There is nothing old-fashioned about good honest service. We need it more than ever.
-Elliott

[TJS0909]

rosedalechev, that's a great idea with the binder, I'll use that!

[05ChevySilveradoSS]

Personally as a proud owner of 1 Chevrolet and 2 GMC, Pontiac ( still alittle bitter about loosing them), and Buick dealerships. The advice that i can give you is simple: be honest about everything, never give someone false hope when trying to purchase a vehicle, always be alert to the negativeness that some customers will try to use as a tactic of getting over on you (and as some of us are long time gm employees, and some retired we can tell a "rookie" car buyer when we see one) and just as theres us that can see those type of people coming theres some that can and will reconize that your new to the field, and will "try" you, but never be intimidated. And as someone else said earlyer in a post "never" i mean never judge a book by its cover bc some of the people you will see will look like they come from the striaight up dumps, but have the money to buy any vehicle on the lot. Ive actually terminated a salesman for looking at a customer in disgust bc he thought according to what he told me "the customer looked as if he couldnt afford a vehicle", thats a no no at any of my buisnesses and all of my sales managers keep close tabs on how our sales reps are treating customers.

And last but not least (also as someone else noted on here). Always know your specifacations on ALL the GM vehicles vs, the competitors such as: engine specs, engine size, fuel economy, fuel tank size, towing capacitys, etc. . .

Youll catch on really quick and welcome to the GM family were glad to have you . And goodluck with buisness!

Now get out there and sale some GM vehicles . lol

[05ChevySilveradoSS]

Oh and never be scared to ask another sales rep, or even the sales manager a question. You can never go wrong asking questions, bc theres some things that you NEED to ask questions on for the first time. Heck, i still ask my dad and uncle (former owners) questions all the time about things, and ive been running the buisness myself for 2.5 years lol.

"What makes a man smart is when he asks questions, what makes a man dumb is when he doesnt".

[Ghrankenstein]

Welcome to GMI, TJS.

We've got a good bunch of dealer employees here, and a lot of good salespeople.

Ghrank

[Jedi]

Advice from a tech, have product knowledge, our sales team sucks. They gotta bring customers back to us to teach how the car operates. I want some of that commision money!

[pontiacjs]

always greet your customers with a smile and show your enthusiasm.

Do a good interview. find out what they think they want and why. Find out something to connect them to you. Do they go to your church? Did you go to the same high school? Do the hunt or fish? It is amazing what you can learn about someone if you ask.

You can have all of the product knowlege in the world but if you do not show and tell your customer what your product does to meet or exceed thier needs you are wasting your time. I do not want to sound like a sales manager but do not skip the walk around and demo drive. When some one walks in and says "all I want is a payment, how much is this?", slow them down and find out why, who, when and what they need. If they are short on time tell them that you will email them a quote on what they want and spend that time selling yourself and the product.

Do not listen to the negative guys on the floor. Just because this business sucks and they hate thier job, every up is a stroke, you cant make any money selling cars anymore, and a million other things that they will come up with to complain about. Look to the guys who are positive they are the ones you want to learn from.

[88Fiero]

Originally Posted by linton23

Good rule is dont judge a book by its cover you never know who has the money to buy a car. Study the product most of the other sales people in my store would ask me about the products in front of there customers guess what you ask someone else to many questions the customer will think he needs to be talking to them. Be ethical and honest being a sales person does not mean you hae to lie cheat and steal. I have a great many customers that are my friends. Its like my boss says we are here to shear the sheep not cut there throats you run out of sheep in the end. Be willing to learn everything. I do internet leads, F&I, trade in appraisels, orders and bids all because I am willing to ask a question on how to do something and learn. If you aint learning you are dying.

Great advice. May I suggest that you listen. I catch myself all the time trying to butt in & talk, but you need to listen. They will tell you what they want and you can pickup on what is their hot button. Also when I first started in spring of 1977 I was told by seasoned salesmen that buyers are liars. I thought how crass! But they were correct. The other day I had a customer tell he could get the same truck in a Ford for $9000 less. I talked with a friend at Ford and he just laughed. Then sometimes you get lay downs and thats when you have shut up and write it up. It is interesting how many sales people do not know product knowledge. I get asked all the time about this option and that. I dont remember the specs like I used to but I still seem to have more knowledge than some of the younger staff. If you dont know, dont be affraid to say so and tell the customer that you will find out. Also when you are new is a great time to make a killing. Telling the customer you are new most times will break down the barrier and some will even help you and tell you what they will pay. It is a fun time and it only happens once so enjoy it and make some sales. I would suggest you have a system to write information down. In the old days I would have a legal pad and make notes on who wants what then review the notes at least once a month. But with the new software that is out you can find something. If the dealership does this for you good, but I would suggest you have your own notes and info. It is great for future opportunities. You never know what the future brings. Your past clients do apperciate it when you let them know where you are. You will be supprised how many will follow you if you make a change.

Good luck and have some fun! Dont let the circumstances get you down!

[88Fiero]

Originally Posted by Jedi

Advice from a tech, have product knowledge, our sales team sucks. They gotta bring customers back to us to teach how the car operates. I want some of that commision money!

But do you want to put up with the customer and listen to all the complaints etc. Do you want to be at the dealership and not get paid for all the hours invested, untill you sell a vehicle?