From average to superstar salespeople and everywhere in between salespeople have the habit of grouping their customers. But there is a significant difference in how these customers are grouped. Here is a list of how average and below average salespeople are grouping their customers.
Lookers
Shoppers
Tire Kickers
Tire kickers
It's this type of grouping that is just killing the average car salespersons paychecks. But on the flip side, the superstar salespeople in the car business view these customers in one way. And that is that all of these people are BUYERS! Think for a moment and you'll realize that all of these people will buy a vehicle now or sometime in the near future.
Guess what the "lookers", since they are looking to buy they will end up buying now or in the near future. The ones you call "tire kickers" will also need a vehicle. And those credit criminals will somehow get approved and start driving and the shoppers will get their new car as well. The only question remains will the sale go to you or the car salesperson down the street?
Grouping for successful car salespeople
What about the superstars in the car business? How do they group their customers? Well it's quite different then the list mentioned above. Below is how successful car salespeople categorize their customer base.
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
The list you see above is in complete order. The group of customers at the top of the list is a lot easier to close then the groups at the bottom. The ones up top have much higher closing ratios. Notice where "walk-in" traffic falls in? It's all the way at the bottom. Then why is it that the average salesperson in the car business will waste all day waiting for a walk-in customer? If you wait all day for a walk-in customer then you need a wake up call.
Quick tip: The top 4 groups have a lot higher closing ratios then walk-in customers. So focus and spend more of your time on customers that are easier to close.
This quick tip can literally double your income. It might not sound like a big deal right now, but it's a lot more important than you think. If you're used to earning $35k a year, you can easily earn $70k in the car business just by switching your focus to more productive customer groups. This is not a joke. We have done the numbers and this is very realistic. But don't take this the wrong way. I didn't say to stop taking walk-in traffic. If you're free then take as many as you can. But just change your focus to more productive groups and I guarantee your income in the car business will soar.
Lookers
Shoppers
Tire Kickers
Tire kickers
It's this type of grouping that is just killing the average car salespersons paychecks. But on the flip side, the superstar salespeople in the car business view these customers in one way. And that is that all of these people are BUYERS! Think for a moment and you'll realize that all of these people will buy a vehicle now or sometime in the near future.
Guess what the "lookers", since they are looking to buy they will end up buying now or in the near future. The ones you call "tire kickers" will also need a vehicle. And those credit criminals will somehow get approved and start driving and the shoppers will get their new car as well. The only question remains will the sale go to you or the car salesperson down the street?
Grouping for successful car salespeople
What about the superstars in the car business? How do they group their customers? Well it's quite different then the list mentioned above. Below is how successful car salespeople categorize their customer base.
Repeats
Be-Backs
Referrals
Phone-ups
Walk-in
The list you see above is in complete order. The group of customers at the top of the list is a lot easier to close then the groups at the bottom. The ones up top have much higher closing ratios. Notice where "walk-in" traffic falls in? It's all the way at the bottom. Then why is it that the average salesperson in the car business will waste all day waiting for a walk-in customer? If you wait all day for a walk-in customer then you need a wake up call.
Quick tip: The top 4 groups have a lot higher closing ratios then walk-in customers. So focus and spend more of your time on customers that are easier to close.
This quick tip can literally double your income. It might not sound like a big deal right now, but it's a lot more important than you think. If you're used to earning $35k a year, you can easily earn $70k in the car business just by switching your focus to more productive customer groups. This is not a joke. We have done the numbers and this is very realistic. But don't take this the wrong way. I didn't say to stop taking walk-in traffic. If you're free then take as many as you can. But just change your focus to more productive groups and I guarantee your income in the car business will soar.
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