Car sales training on why car salepeople stay average

By Mak

Grouping your customers is a habit found in both superstar and average car salespeople. But there is a difference is how they group their customers. Most average salespeople group their customers into the following categories which are listed below:

Credit Criminals

Shoppers

Credit Criminals

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.

All of those "Credit Criminals" will somehow find a way to get approved and end up driving. The people shopping will end up finding a real salesperson who will have them driving. The "Lookers" will need a vehicle as well. And the "Tire Kickers" will also drive a new car. But it will all come down to whether you're the salesperson they buy from or someone else at the dealership down the street.

Here is how successful car salespeople groups their customers

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.

Fast tip: Dedicate most of your work efforts to working with the first 4 groups of customers. These are the most productive customers and these are the customers that will make you the most amount of money.

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.

About the Author:

Author Mak has tons of Auto sales training articles giving you exclusive automotive sales strategies to sell more vehicles. Grab a free 5 part e-course on automotive sales training while it's still available