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-   -   Just got a job selling jeeps! Any tips? (http://www.wranglerforum.com/f19/just-got-a-job-selling-jeeps-any-tips-252386.html)

tmcd94 06-28-2013 06:20 PM

Just got a job selling jeeps! Any tips?
 
I just got a job working as a salesmen in a chrsyler, dodge, jeep showroom. Its pretty interesting dealing with people who look at jeeps as nothing more then just a mode of transportation. Im in the philadelphia are so that kind of gives you an idea of the type of demographic I deal with. However I know this forum is huge and tons of people must have experience with dealerships and car salesmen. Im just wondering if any one you guys have any tips you could share to help give a kick start to my newest adventure. Or if anyone is looking a jeep in the philadelphia are that could help kickstart aswell ;) But seriously any words of advice or tips would be greatly appreciated! Thanks alot guys.

ztman 06-28-2013 06:25 PM

Biggest tip, know your product, treat people fairly. Amazes me that customers know more about the jeeps then the salesmen at a lot of dealerships. Last wrangler I bought the salesman didn't even know where the power window switches were.(Not on the doors in jks)

tjcasey 06-28-2013 06:44 PM

The fact you are even seeking out advise to better treat a customer makes you a better salesman already.

I remember when i bought my jeep. We got lucky, the salesman was not too pushy, very knowledgeable and respected my opinions. At lot of his colleagues looked so sleazy hounding other customers.

tmcd94 06-28-2013 07:24 PM

Yeah at first when I looked in the jk I was confused. I started looking for the handle to roll down the windows lol to used to my yj. But not one person here knows what Im talking about when I say jeep jk, or refer to an older jeep by yj, tj, or cj. Ive been trying not to worry about the numbers, or price to much and just making sure that we pick the right vehicle out.

Steeljag 06-28-2013 07:37 PM

Study and learn as much as possible about the product(s) you sell. Good luck on your new career!

Flyfisher76 06-28-2013 07:50 PM

Be honest even if it makes you look bad. Never pressure anyone and do all that you can to make the experience comfortable. Many people have a negative connotation of what is going to happen before they even walk in and there are some salesmen out there like that and i worked with them and they were never that successful People appreciate that and always follow up with customers to see how things are going after the sale. I sold cars and jeeps for a few years and i asked permission and kept a mailing list of all my customers. I would then create a monthly newsletter showing what new stock we had in and telling a little about what was going on with me.

I am not sure how much it helped but i figured if i got a 5% response rate i was doing great. It also kept me fresh in their mind when they wanted a new car or any friends and family. After my first year over 75% of my sales were repeat or referrals.

Also know your inventory both new and used. And this isn't just your lot but every lot within 150 miles. You can always work out deals with other dealerships if they have a vehicle you want. You will have tons of sitting on your hands time and the more you make that productive time the better off you will be.

The other key is setting a budget an sticking to it no matter what. The dealership i worked at allowed me to draw a "salary" meaning they paid me a certain amount each month assuming i made that much in sales and the rest was put into savings for a bonus at the end of the year or i could take it if i needed it sooner for an emergency. You will have months where you sell 30 and then months where you sell 8. The key is smoothing out the bumps to make it less stressful .

Good luck!!

4X4Lady 06-28-2013 09:08 PM

In dealing with several dealerships & buying LOTS of cars in the past 15 years (my dh works for one of the Big 3, so we get good discounts :p ), here are some tips I have:

Like Flyfisher said, BE HONEST!!! The one thing I hate more than anything is a dishonest car salesperson! And we've dealt with a lot of them! The last 2 were the worst! Needless to say, they didn't get our business!

Make sure the vehicle has enough gas in it when the customer wants to take it for a test drive.....don't just assume it has gas. Speaking from experience....one of the above lying salespersons told me to take the car I was going to purchase for another test drive when I came in to check on some things. I hardly got down the road & stalled at a red light because it ran out of gas! There I was, sitting at this light on a very busy road with my 4-ways on, waiting over 20 minutes for someone from the dealership to come up there & 'rescue' me!

When you tell a customer that you're going to call them back, CALL THEM BACK!!! I can't tell you how many salespeople said they would call us back & never did.....again, they lost our business!

Like others have said, learn the products so when a customer asks a question about how to do something in the car, you will know the answer & not look dumb. One salesperson we had didn't even know how to take the freedom panels off the first Jeep we bought! But then again, we had another awesome salesperson that literally went through almost every feature on the cars we purchased & made sure we knew what did what.....dang, I miss him! Sadly, the dealership he worked for was one of the ones that they closed down during the bankruptcy/restructuring phase & I heard he moved to Florida & is no longer selling cars :nonono:

Take your time & ask the customer questions about what they expect from the car & from you.

And when the customer tells you to only run your financing through 1 or 2 banks, listen to them & don't run it through 10-20 different places! Tell the finance manager as well. They claim that it only goes on your credit report as one inquiry, but that's bull!

Anyway, best of luck to you in your new adventure....I'm sure you'll do great :)

Titaness 06-28-2013 09:10 PM

I'm from phila area. I DID NOT get my jeep from the place that was most convenient in Jersey because of the attitude of their sales staff. I recommend enjoying your product and enjoying servicing your clients regardless of your concept of their "jeep" worthiness . They have every right to enjoy their jeep and have a good experience. Their demographic--- -""female - old- young- rich - soccer mom -urban- country- hip hop -" their sale will support you and they can go elsewhere . I'm not sure what you mean by your demographic but I do know you should embrace them and learn to woo them! Learn what make thAat demographic tic and embrace it.

Buying a jeep was a weird experience . Over the years I have bought many cars, BMW. Ford and VW. I had a terrible experience with the two closest Jeep dealerships to Phila. The salesman acted acted as if they were doing me a favor by telling me about jeeps. And seemed annoyed that I wanted certain options . Went a little deeper south jersey! Had no problem dropping 40 grand there !

Ps: if you are looking to make this a career . Something really awesome this one saleswoman does is remember birthdays and sends out real bday cards for her customers bdays. We always return and buy cars from her . For some reason its nice. Doing it for years.

RoadiJeff 06-28-2013 09:43 PM

Quote:

Originally Posted by tmcd94 (Post 3909331)
But seriously any words of advice or tips would be greatly appreciated! Thanks alot guys.

Be sure and tell the customers who end up purchasing a Jeep from you about the wave when they see another Wrangler on the road. It seems that the majority of owners around where I live don't know about it. :wavey:

00scoob 06-28-2013 09:53 PM

I used to sell cars, and the best advice i can give is find a better carrer! Maybe its different in philly, but in california, it seems like the honest salesman doesnt have a job for long. The fact that you are asking advice shows you are an honest guy, and i wish you the best of luck, but you will be pressured to be as dishonest and greedy as the rest. I found most of my sales came from people who i had something in common with, so try to get to know the person your selling to. You've got an advantage, owning a jeep and selling them, maybe give them an example of some fun thing youve done in your jeep to make the product more desirable. But remember that a lot of people fear salesmen because of the notorious reputation they have as snakes and liars. Good luck!

DFW6ER 06-28-2013 10:06 PM

Keep a ratchet and Toryx bits in your pocket. Show them how dang easy it is to remove the doors and freedom panels and let them take a spin naked. It'll make them WANT that Jeep. Get a few aftermarket items like a spiderwebshade and quick release mirrors and stress just how astonishingly big the aftermarket parts biz is for the jeep. The more the customer can see the possibilities the more they'll want it.
Don't play the stupid sleaze ball games that some sales guys do. Be polite and treat the customer the way you'd want your mom to be treated and you'll do great.
Walk the customer to the parts and service dept. and introduce him to the managers and give him everybody's business card. Make your customer comfortable with your dealership and put him on a first name basis with everyone and he'll WANT to return for all his needs.

tmcd94 06-29-2013 08:55 AM

Wow guys, thanks for all the information. It really means a lot. I plan on working here while going to a local community college until I can go away to a 4 year university. Looks like the most common advice is to be honest, build a client base, and make the vehicle as desirable as possible.

TranquilTurtle 06-29-2013 12:21 PM

Quote:

Originally Posted by ztman (Post 3909335)
Biggest tip, know your product, treat people fairly. Amazes me the customers know more about the jeeps then the salesmen at a lot of dealerships

Having been a car salesman for just over a year now and only working at a dodge, Chrysler , jeep retailer for a few months it is not at all uncommon for your customer to know more about a particular product than the salesman.

Everyone is an expert with something and odds are with the resources available to everyone these days your average customer has done a fair but of research about the vehicle They are interested In.

It's far easier to research one particular vehicle than it is to be an expert with all vehicles, there are dozens of brands and itching those brands dozens of models and dozens of trim levels within those models. Add optional equipment and you can really get overwhelmed.

My advice to you as a salesperson is to listen more than you speak, never argue with your customer (you may win the argument but you will lose the sale every time)
Study your product a little bit each day and start on whatever the most popular unit is in your store (90% of what we sell at our lot is pickups so I stared there
Don't be discouraged when you have a tough month or a hard nosed customer, there is a good month and a fun friendly customer coming your way soon after!

Congratulations you work for a great brand with some amazing products!

HillbillyJeeper 06-29-2013 12:56 PM

Read the spec sheet for every model on the lot and know them by heart!!! I just bought an AEV edition and the salesmans actually said "Its just a rubicon with bigger tires.":eek:. I told him he might be mistaken. I found the spec sheet, in the dash, and began reciting the slight differences... AEV front and rear bumper with tire carrier, Warn 12k winch, Procal module, stage 2 chips, 4:88 differentials, 35" tires with AEV rims,... Little things like that. he was astonished when I did not want to hear about how awesome the stereo was or all the gadget features, I just wanted to talk about lockers, differentials, swaybar discos and capability stuff. He is an old friend of my family but I gave him some advice(that he said was the best he ever had)... Jeep and Harley Davidson have fanatical followers who have adopted this inanimate object as part of their personality. We build entire lifestyles around them. They often have forgotten more about their machines than the salesman will ever learn. Make peace with that fact and listen to them, they will tell you what they want because you don't have a clue.

TranquilTurtle 06-29-2013 01:49 PM

Quote:

Originally Posted by HillbillyJeeper (Post 3911460)
Read the spec sheet for every model on the lot and know them by heart!!! I just bought an AEV edition and the salesmans actually said "Its just a rubicon with bigger tires.":eek:. I told him he might be mistaken. I found the spec sheet, in the dash, and began reciting the slight differences... AEV front and rear bumper with tire carrier, Warn 12k winch, Procal module, stage 2 chips, 4:88 differentials, 35" tires with AEV rims,... Little things like that. he was astonished when I did not want to hear about how awesome the stereo was or all the gadget features, I just wanted to talk about lockers, differentials, swaybar discos and capability stuff. He is an old friend of my family but I gave him some advice(that he said was the best he ever had)... Jeep and Harley Davidson have fanatical followers who have adopted this inanimate object as part of their personality. We build entire lifestyles around them. They often have forgotten more about their machines than the salesman will ever learn. Make peace with that fact and listen to them, they will tell you what they want because you don't have a clue.

Wrangler customers go one of two ways

1) new to the product and knows next to nothing, just wants to get into Some top down recreation nothing serious

2) total jeep enthusiast who will almost always know more about the product than the average salesperson with a customer like this be honest about your level of knowledge with the product and have some fun helping them find the wrangler they are looking for. Odds are this customer has something very specific in mind a d likely they have already spotted the unit they are after on your lot just don't get In e way of their buying process and double check all info on their unit for them (build sheet etc.)


Just look at this forum and you can see how many total jeep maniacs there are. Myself I am looking to get into my first wrangler soon so that I can learn by owning the product as wrangler is probably the most unique vehicle on the market today with the most extensive customization available aftermarket :)

thinkxingu 06-29-2013 01:49 PM

Quote:

Originally Posted by tmcd94 (Post 3910918)
"be honest, build a client base, and make the vehicle as desirable as possible.

These are good, but here's the truth: you need to know what's out there and make the vehicle the customer's. Specifically, you need to ask questions and LISTEN. If you do that, you will have all the ammunition to "romance the product," which is what we buyers want. Case in point, my wife and I mentioned to our saleslady that we were looking for something to zoom around in, like to the beach. She was all over that and told me about the Islander package, which we fell in love with. Note that it's the idea here, the "romance" of the vehicle, brand, experience.

I did this for years with home theatre systems, and those customers that secured "the experience" (family night, lazy Sundays, rainy days, Super Bowl parties, etc.) they were looking for always came back and brought friends.

wat3rdog 06-30-2013 05:48 PM

I was a jeep owner in the making. It took me a year of saving a little bit more and eliminating our debt to get my 13 JKUR. I was willing to drive a few hours away to find a good salesman but got lucky. I went to the local jeep dealer near my house and not once was I pressured. I would say for sure that the guy listened more than talk and he knew about a few not to far away events like jeep jamboree. I probably went on about 8 or so test drives over the year but I knew what I wanted and I was going to get it. Don't worry about it if someone doesn't buy right away because a guy like me buys from a place with good cust serv. I went to a used dealer to see if a tj or an lj would work for my family and posted a great review of them as well since they too did not try to push me into a jeep. I've sent several people their way as well.
Good luck.

Tweak 06-30-2013 07:12 PM

remember that people buying jeeps like to tell other people where they got their jeep, a positive experience on the buyer's part will have people coming to that dealership looking for you.

HK_Runner 06-30-2013 07:25 PM

Treat people with respect, build your client base, and don't slam other competing vehicles. Don't get discouraged but learn how to close deals. You have to close or you will not be successful. 90% of people can be closed. The 10%...don't stress about them. Be nice and let them walk.

jp2611 06-30-2013 07:53 PM

Closing is probably the toughest part...and might be because they just are not ready...I have an '04 TJ that I bought in '04. I walked in at 3pm and left at 4pm...prior to that day I knew I wanted another wrangler, and a 6cyl.

Add computer to equation...I kept looking at the JKs but wasn't "ready" or "there" till Dec of 2011. I just wasn't ready to drop the coin on another Jeep when I had a perfectly good TJ.

But the information available on the net and Forums such as this one convinced me a second Jeep made sense.

Bottom line and I realize I am rambling, I kept looking at JKs off and on from '07 ...kept running into same salesman...he sold me the '12 JK in Dec '11 and a '13 300AWD a year later because of his patience.

Good Luck!!

Lanco 06-30-2013 08:20 PM

i recently took a test drive of a JKU and the salesman told me "you will love the power of the 4 liter v6 in this one" :rofl::nonono: nothing i like less then a non-jeep-guy jeep dealer.

Im in lancaster pa and if you are still working there (hopefully you will be) when its time for me to add a four door to my family ill be happy to come buy it from you.

research your product and keep a good attitude and you will do wonderfully

good luck to you :thumb:

TJDave 06-30-2013 08:24 PM

Do not be on the bottom of sales chart for two months in a row.

tmcd94 07-01-2013 12:49 PM

This input is awesome! I appreciate everything everyone has to say. And Lanco hopefully I am lol but if you do end up buying a jeep from anywhere let me know before you do and I can possibly arm you with some ammunition to throw at the dealership before you buy it lol

WininUtah 07-01-2013 01:44 PM

I think buying vehicles has become very impersonal, for the most part. There are very few dealers left that aren't part of some major chain. I was just shopping for a JKUR and the closest dealer had a heck of a nice, somewhat knowledgeable salesman. The problem arose when he had to get the GM involved. I hope you have good support because this salesman didn't, cost him a sale.

insylem 07-02-2013 12:57 AM

A few things I can comment on. The salesman that I baught my Jeep through owned a 2009 JK. So when it came to options and stuff he knew what he was talking about and didnt have to just read the window sticker like other people.

Also, I made two trips to the dealership. The first trip was information gathering. I wasnt there to buy, and told them that. I got the impression that I was more of a bother to them then not. I got more help when I was ready to buy. THough would have been nice to be shown some options even while just looking. I almost baught from a different dealership but that other guy barly knew anything about Wranglers. He just read the window sticker to me. I knew more about them trhough my pre-buy research then he did. So I went back to the guy who owned one himself.
Glad I did! No regrets!
:punk:


Quote:

Originally Posted by tmcd94 (Post 3909331)
I just got a job working as a salesmen in a chrsyler, dodge, jeep showroom. Its pretty interesting dealing with people who look at jeeps as nothing more then just a mode of transportation. Im in the philadelphia are so that kind of gives you an idea of the type of demographic I deal with. However I know this forum is huge and tons of people must have experience with dealerships and car salesmen. Im just wondering if any one you guys have any tips you could share to help give a kick start to my newest adventure. Or if anyone is looking a jeep in the philadelphia are that could help kickstart aswell ;) But seriously any words of advice or tips would be greatly appreciated! Thanks alot guys.


chucky cheese 07-02-2013 06:38 AM

Somebody I know became a car salesman. He is an honest guy with a good heart. The problem he ran into was the push to sell sell sell quota quota quota. The majority of the customers that he dealt with wanted a new car but really could not afford one. He knew the credit department would get them in one but with high interest rates and long drawn out payments. He could not bring himself to do it. In his mind he was telling them to run don't do it. Before he verbally stared telling victims he quit.

speedyrev 07-02-2013 08:36 AM

^^This^^
The sad thing is that many dealerships won't keep you if you are honest.

Iowajeep 07-03-2013 10:31 PM

#1 Go into it with the goal of helping the customer buy a Jeep instead of "sell" him/her one.

#2 Be informed. Being a member here will be extremely helpful. It's amazing how many salespeople I run into who know less about jeeps than I do.

boon4376 07-04-2013 05:57 AM

My biggest tip is just to be genuinely nice and don't make me feel like I'm being forced into something. It's a huge turn off and instantly puts a sour taste in my mouth.

When I just purchased my 2013 JKU - the sales guy, sales manager and even finance guys were extremely easy going, very friendly, I never once felt pressured, and I always felt like I was being treated either fairly or even "special" lol.

Feel free to present me with all of my options, show me what I can do, show me all the numbers, You can even pressure me a little - but if its not the vehicle i want im just going to start getting angry real fast.

I've been to the same place years earlier where I was stuck with a slimeball that I felt was trying to screw me, and force me into a decision i didnt want to make, and I left... I had a hard time returning.

When you can get your customer to know, like and trust you, they're a lot more likely to want to give you their money.

I work in marketing FWIW.

boon4376 07-04-2013 06:00 AM

Quote:

Originally Posted by chucky cheese (Post 3919632)
Somebody I know became a car salesman. He is an honest guy with a good heart. The problem he ran into was the push to sell sell sell quota quota quota. The majority of the customers that he dealt with wanted a new car but really could not afford one. He knew the credit department would get them in one but with high interest rates and long drawn out payments. He could not bring himself to do it. In his mind he was telling them to run don't do it. Before he verbally stared telling victims he quit.

It's not really up to the sales guy to decide what the customer can or cannot afford... It's their wallet, their income, they get to decide. The dealer can present the customer with all available options that will allow them to take home that vehicle today. I think his feelings of immorality were misplaced. If the customer is OK with a high APR and a long drawn out payment and can go home with it today, that's their prerogative.

Everyone has the internet, everyone can educate themselves about APR's interest rates, create a budget, etc.

If they want to be responsible and save more money or get used, that's their decision as well. There are a lot of advantages of paying more to get brand new. No worrying about break downs, or expensive repairs, no unexpected expenditures...

I used to only buy used cars to avoid the initial depreciation.. I ended up spending as much per year in repairs as I would in the difference of a new car payment almost every time.


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