I’ve been training my first week at the new dealership. And by training, I mean my boss wants me to be training, but instead I find every way possible to talk to actual customers. So far, I have brought in a few of my own leads. I’ve even set up a visit to Shaun Soleau’s work, to drop off pizzas and talk about GM supplier discounts. I call this “hands on training”.
I’m breaking in my new boss right now. He’s coming around.
But yesterday, the most amazing thing happened. Yesterday, the boys I work with were already busy with customers. There was no one to wait on the “fresh lot up” (that’s what we call people who are looking at cars on the lot).
Who could wait on this totally awesome customer since everyone was busy?
The answer was obvious. To me. The answer was only obvious to me.
I convinced her to take the vehicle for a test drive. Of course, I was so excited that we were going to drive, that I forgot to put a license plate on the car. This would not be the first time I’ve forgotten the license plate, but hopefully it will be the last time.
On the drive I showed her all the features the vehicle had to offer, and we even jammed a little to the awesome sound system. I was tempted to show her my only dance move, which looks a lot like this:
But I refrained.
She seemed to like me and the car, so when we pulled back into the dealership, I asked her to come inside so I could get my manager to put some numbers together for her. This is called a “trial close” (I learned this during training).
She wasn’t ready to come inside.
We went back to talking about the car, and I found out that while she thought the gas milage was good, she was looking for even better gas milage. She wanted to keep looking, and she was walking towards her car.
My brain was like:
I quickly thought about how we have other cars here, and how I can sell anything to anyone. I also thought about how if you don’t sell, you don’t eat.
Okay, mainly I thought about how if you don’t sell you don’t eat.
So I laid down under the front tires of her car, and I refused to stand up until she agreed to talk next door and look at a Prius with me. Not wanting to have to run me over, she agreed to walk next door.
When we got into the showroom, and we sat in the Prius, and she asked me how you turn it on, my brain went:
So I got some help. And with Sweet Baby Jesus looking down on this sale, she decided she liked the Prius. A lot.
Now it was time to negotiate.
After she left, I had a huge reaction, right there in the showroom. A reaction I think I will have every single time I sell a car. I think my new co-workers liked my hustle-shuffle and my singing voice.
And then I thought about all the people in this business, who have doubted my ability to sell cars, and I mentally did this to all of them:
This girl is about to become your serious competition. Assuming I don’t get fired for forgetting to put plates on cars during test drives.