Yeah the pay plan is 25% 1-7, at 8 it’s 30% and at 13 it’s 35% with a $400 demo bonus. I get a demo free regardless and I rotate cars when I run out of gas so I don’t even pay for fuel, haha. We get free lunch on saturdays. Minis are $150. If the unit is 100+ days we get another $150 bonus for an old unit plus spiffs from backend.
We have a great assortment of lenders who bid against one another. Sometimes there’s stips but they aren’t bad. We do get trade ins fairly often so that is usually the down payment on most deals. We also get some cash buyers or buyers who add to cash on top of their trades. We are a destination lot so many of the customers we get are serious buyers.
My customers are happy when they leave the lot so what they paid makes no difference to them. They feel like they got a deal no matter what and that’s really the most important part. If they feel valued, listened to and satisfied they’ll come back and tell all their friends to come buy from you.
Hell when I sold electronics and appliances years ago I had people coming in three years after I left asking for me by name. For some reason I’ve always connected with people on a different level. It’s weird.
Selling things has been fairly natural for me since I was in grade school selling candy out of my locker. I had a line at my locker between each class.
My method of selling is low pressure but I’m always pushing them in the right direction. Each word I utter is constructive to move them closer to the sale. I avoid words and phrases that can halt the momentum. I find many sales people give their customers outs. I don’t. Yet I make them feel like they can walk away at anytime or they can ask me anything and I’m more than happy to help. I find my customers ask me for the sale almost as often as I ask them. It’s about making them feel comfortable yet somewhat obligated. Not in a bad way of course. But they often find themselves so excited that they don’t take the time to consider anything else other than making the purchase.
Not trying to jinx myself or toot my own horn. It’s just I’ve been doing this for most of my life so it comes very natural without me having to force it and make it feel artificial. You can tell when a salesman is forcing the issue and that often creates a situation where the customer just wants to get out. So the trick is to never make them feel uncomfortable with the process. If they don’t feel threatened they’ll be open to dialog and you can work your magic :)