Secret to Success Selling Cars
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- Опубликовано: 7 июн 2016
- Tim Kintz reveals the formula he stumbled upon that's a key secret to being more successful selling cars. This secret to selling reveals how any automotive salesperson at a dealership can create an unforgettable car buying experience by combining the perfect blend, at the right time, of the emotional part of selling and the logical part of selling into the sales process.
Watch this simple formula, a couple times if you have to, and quickly learn how to be more successful selling cars right now.
Then, the next time a customer walks on your lot you'll be able to get hit their emotions perfectly, weave in the logic needed at the right times, and sell more cars for more money to happy customers who will be willing to give you the best CSI scores.
www.kintzgroup.com
Automotive Sales Training and Leadership Training
Sales meeting motivation by Tim Kintz for your morning jump start.
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Build value on your feet, negotiate on your seat.... LOVE IT.
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In my opinion, a good interview is required to make a car deal. if they can afford 30k but we are on a 44k vehicle, i will be setting him up for failure. I present it to the customers as '' i appreciate and value your time. Just to let you know, the vehicle you are trying to be in cost 44k. I can show it to you no problem, just wanted to make sure you were aware of that.'' This has gave me great success. A lot of the time they will say '' That too much, i wont be able to afford that.'' so instead of having him walk away on me 130 hours into his time, i am giving him a 2nd chance to walk away with a vehicle. I will then proceed and tell him something around the lines of '' Here i have great news tho. Let me show you the specials we have going on this model which is almost the same for what you came in on and is in your budget.'' the rest is up to me to sell him the vehicle. in the interview, i would make a friend and see what his hot buttons are. in the presentation, i would taylor it to his liking. Let me know what you guys think, or what lines you guys use.
I hope you speak better than you write.
Jimmy B i hope you understand what she meant coz that what communication means.
@@yajitpuri9359 shut the fuck up. Jimmy b is rite. Learn to speak the language BEFORE you can negotiate ANYTHING
So basically you match the customer’s level of excitement when you first meet them.
Emotion is everything!! You have to tell them they look good in the car and that it fits their personality. Showing them the lowest and cheapest trim level is the other important thing. Only sell the couples and sell to the women(The decision maker) and you will have a good shot.
Got it so basically don't start talking numbers until the negotiation phase great video
This is exactly the truth and what needs to be done.
I played it for my entire sales and sales mgr team MANY times. Many sales people said they finally get it.
Im having a shitty month. I know with covid its not helping. My attitude has a lot to do with my performance. This video helped a lot especially the last 30 seconds it really hit me a certain way.
3:51 I'm pretty sure he marked the table with that sharpie
I enjoyed your training when you came to Midland and I appreciate how you trained me to operate seamlessly
Love the quadrant graph. I'm very visual and that really hit me. Thank you!
I love what you are saying! This will help me in my new job as a car salesperson😊
THIS is what i wanted to find. Thank you kind sir
Qualify with questions. You should know within the first 5-7 minutes what you are working with.
3:45 outside the window - thats exactly my emotions in car dealerships
🤣😂🤣😂🤣
Great Advice!
Thank you
Thank you for your advice
This is a great video! Pro!💯
Excellent video !
This is gold!
Love watching this while commuting by bicycle
Thank goddess 😂
Good info. Thank you
Dude I'm thinking numbers as soon as I walk in the door, my first question to the first sales guy I see is 'give me the out the door price,' of course they don,t want to but i make them or I walk out
That makes a lot of sense actually
Very good tips
This was a great video I live this life daily I love cars
RandomWhiteGuy He didn't say anything about skipping the steps of the sale .You can use feature/benefit and demonstration /presentation to create an exciting emotional experience using logic . and if you ask what their monthly expectations are right up front your shooting yourself in the foot .People will pay for what they love !
They'll pay for what they can AFFORD, YOU DUMB ASS
Trust Valentino not entirely true
If you're not finding out the budget & payout figures during initial discovery you could be wasting everyones time by looking at the wrong vehicle. You can definitely phrase these logical questions in the correct way with the correct tonality so that you get the necessary information without reducing the customer's emotional buy-in. In fact I highly recommend this otherwise you will be losing a lot of deals at the negotiation table.
the problem is when potentional buyer calls you and he`s first question is what is you last price
You loop back to what you want to ask him... Something like "last price on which car? *Answers*
Before we rush into talking about figutes, what made you call us about that particular model? *answers*
And you keep going with building rapport
ssyynntax Hey listen I don’t want to waste your time and mine I know the car and model that I want so basically I know what I am looking for.... again I need to know the best you can do cause I have other appointments in other places. I don’t want it test drive it, I don’t need to test drive it I just want to know what is the best you can do?
ssyynntax is not that easy my friend. We are not in the 80’s no more. Everything, everything, everything in the car business changed.
@@ssyynntax Lol, you answer my question with a question and I hang up.
awesome
November and December has been a bad month for me in Car sales along with bad CSI. I'll try your method!
One Man On Fire octobre November and December are always the worst 3 months in terms of car sales.
Very good
downtown Long beach Cali ;)
What do you do when the customer brings up price and keeps bringing up price? “ what’s the price on this, how about this one”
I mean you can tell them not to worry about price until we find the right vehicle but I’d say most customers I deal with come in with a logical mindset rather than a super emotional mindset. So I get what you mean but most people are worried about price right off the bat
If most of your clients are worried about price that means YOU are worried about price. Most of my clients are certainly not worried about price.
Thomas Bell first thing a customer says is “what’s the cheapest volt/bolt you have on your lot? “ there’s not much you can do. Most people that aren’t completely stupid worry about price. You must not sell that many cars or talk to many customers. Lmao
We need three Michael Vincent's at Quadrant 4.
Hahahahah
👌🤣🤣🤣🤣❤️
The funny thing is I’m watching this because I need tips to sell my Grand Cherokee 🤣
Wich degree do you advice me to take? That may help me with sales and more into auto sales
Hey there, what degree did you end up getting? And did you pursue your automotive sales career?
what do you mean with dont let your emotions take over the deal ?
lenni basically when you feel you're losing the sale or gaining the sale continue to talk as a friend and not get upset or over pushy because you want the sale
How I wish to repair my car in order to sell it, but it needs a lot of money and I don't have, I lost all I have and i lost my dream to be car dealer.. hard life 💔💔
You ask a simple question you get a complex answer. I want to know how I can get leads and customers and everyone says well you have to be confident you have to be competent you have to believe in yourself you have to find your target audience. They don't tell you how to get customers I'm talking actually finding a person outside of the dealership outside of work how do you get those people who arn't your friends don't know you arn't in your social media platforms how do you get multiple people? or do you have to talk to everyone individually and spend weeks months and years time you don't even have to build enough report to gain their trust to maybe get a car from you? do you do cold calling? do you do crms? I mean if you just started you havn't made even 1 sale how do you get your first sale?
CSI?
0:37 what do you think about lol
Yeah about being successful in selling cars isn’t easy when most customers come in none want to pay msrp so you won’t make that big chunk of money off the deal. You only get $100 per car sold and possibly another $100 if you sell the car with alarm and butler package that’s chunk change. Too much work little payback. Only manager get paid more and the GM. I worked at one the busiest dealerships in Az and selling cars was easy. The bad part is the pay it’s pathetic
You no him?
Bruh wtf just slap a good price for both u and the person buying it..
I respectfully disagree. If you don't ask some logical questions during the needs assessment, then you are likely to land a customer on the wrong car. Land someone on the wrong car because you didn't ask about their monthly expectations then you are setting yourself up for losing a deal on the wrong car
If you think it's "you" who chooses the right car for the client you are wrong, it's the customer who chooses the car they want. You think your going to tell a person what they "need" when they are about to spend 25k? No sir.
That's exactly what happened to me the other day. Spent over 2 hours with this family cracking jokes, having a great time, killing my presentation. They loved the product. But Joe Verde said keep price out of the conversation in the beginning which I did. Vehicle came out to $42k, they refused to pay more than $35k. So where is the logic in not knowing what ballpark to play in right from the getgo?
I’m a sales manager at a domestic store. In my experience a customer will always want the same payment, 9 out of 10 times. So while your doing your fact finding, why wouldn’t you just assume they want the same payment and show them the vehicle with the lowest trim that meets their ‘needs’?
There’s always this age old debate about how to sell a car! and it’s not about price/ how the salesman can influence a deal etc. Sure
Ok, this is my take. As someone who has been buying cars from dealers for close to 20 yrs, not only for myself but also family/ friends etc.
And for me anyway, ultimately, it’s the price that sells me the car!! There’s absolutely nothing a salesman can do to influence that decision other than be polite, courteous and answers all my questions
I was once at BMW and I’ve never ever came across such a douche salesman. He was yawning during the test drive and got quite rude during negotiation over price. And you guessed it- I did NOT buy the car.
Recently, I’ve just achieved an Automotive finance certificate, and went to an assessment day at bmw for one of their Executive Sales roles. Was final 12 candidates out of 800 applicants according to HR.
They had several exercises where we had to perform in front of a panel of every line manager u could think of.
And what I came away with, is you never ask customers direct questions (like an interrogation). They expect u to ‘build rapport’ and in doing so, u slowly draw the info during normal conversation.
Personally I really don’t see the big deal. In this day and age, the average person has done their homework. Only an idiot would walk into a showroom and not have a clue what he/ she is buying. Yes it happens.
If there were identical cars in two showrooms across the rd from one another, whoever can give me the best deal wins. Simple as that
I agree. Qualify, qualify, qualify.
Sell me this pen
You’ll make more money getting your own dealer license and buying cars at auction and flipping them
Ever heard the saying, "it takes money to make money". First, you'd have to be able to afford a car at an auction, and have the money to fix whatever could potentially be wrong. It's not cheap. Becoming a salesperson gives you experience that will be useful, and if you're good enough, money to eventually consider that option.
@@Dumpus7 this. Wish you could tell everyone. Not every body was born with "Daddy's gotta dealer"
0
Lol those arent called quadrants
It isn't this complicated
"That's ideally what we want to happen."
Not really. You could just, oh I don't know, NOT negotiate.. Just a suggestion.
No matter what the price, 95% of customers are going to negotiate.
You should stop advising any one to sale car absolutely not qualify to do it . Learn how to sale I think you expected the sales guy to invite you to lunch to bullid rapport .
Poor people....
I disagree. I endeavor to calm them down-especially on the test drive- so they feel confident they're not riding on emotion.
I don't attempt to manipulate the sale psychologically. That's immoral.
No to use logic as long as possible ?? Is this why car sales people have such a bad rep.
So in other words; create turmoil by getting emotions, reality and excitement in the mix.
Ahhh, "NO"
I guess this will work on some or even most but not me. My budget aka: finances, is none of your business.
The salesperson shows me what they have that I have previously asked for and if they have it I will look at it and if not goodbye. If they do have it, tell me how much money they want for it and I will take it or leave it, all in 5 minutes. And to think I am going to tell some stranger/salesman my finances is absurd in more ways than one. Just like buying a loaf of bread at the bakery for me, take it or leave it, I drove up in my car and I can leave in my car.
Good day.
why are you watching this video?
Mark looks like your looking for a good buy sir... goodbye !
Mark you’re a fucking moron. The salesman absolutely deserves to know the budget you’ve allocated for your purchase. They work on commission only and don’t want to waste time with losers who can’t afford the car or aren’t the right fit for the vehicle. I come across self righteous pieces of shit like you every day in my line of work, like you’re entitled to receive all the information you want without wanting to cooperate in return. As if you’re somehow superior to the guy or gal who is trying to help you out. It almost ends with me politely ending the interaction five minutes in. A salesmans job is to help YOU get the right product at the right price. You’re no better than the salesman - we have every right to work with you or kick you to he curb like the scumbag you are. You’re fucking shit and deserve to get your head ripped off by the next salesman for your awful attitude.
Mark your a tough guy huh? You prob live in a basement
ladistar yep, he definitely comes across as a douchebag. If you finance the car you have to APPLY for financing, which involves your finances. Apparently, Mark is too guarded to let someone help him. I’d bet his personal relationships are shit too
what a bs .
This is a video of how to be the type of salesman that no buyer wants to see and if you somehow get a sale out of it they won’t be back. You get sales by being genuine, kind and straight forward making them see you as a person they enjoy dealing with in a business filled with fake people. Everyone that couldn’t make it in the car business wants to be an online guru to pay there bills. Always cute to see. 🤣