Dear Diary,
Well today's Sunday and Illinois has Blue Laws. Yesterday was interesting to say the least. The day started with a "Sales Meeting" in the GM's office, which the store has once a week. GM's expounded on how we need to keep customer parking open for customer and park cars in their proper place. She pointed out that a "Hot" model had come in Friday evening, and is for sale, as we are taking almost all future orders for it.
N/C Manager was late and didn't have much to say, other than rates will probably go up on Monday, U/C Manager pointed up a couple of vehicles that are good money makers, and reminded us that any dealer in out 45 Dealer Group could sell them. U/C Manager then took us on an inventory walk--which was very good. So this is the extent of formal training I received for the week.
My 1st customer was a professor at one of the uppity Universities in the area. She wanted to sit in some our vehicles to see if they were a "fit" for her. She has a BMW Wagon that her dad got for her in Texas. She said "he likes to buy and sell cars." It isn't comfortable for her as she's 6'1". After deciding that my vehicles aren't either, she made haste to get into her car and leave.
Second customer -- husband and wife. Interested in our largest Used SUV, Drove it. Liked it. Then went to Crossover. Drove it--liked it. I asked how they liked them and she said "I'm not in love with them." Switched to new with all the new tech features. Drove crossover -- LOVED IT. Drove bigger one -- LOVED IT.
Husband then said he had a MFR discount through his work. GM came in and about blew their brains out. She told me to go to her office and get her 'grid." (WTF's a grid?) So I picked up what I thought was a grid and she stormed out from my desk and got the correct document. Oops.
She came back and started going through the papers and rattling off different incentives. Not only did my customer not have a clue what she was talking about, neither did I. After she left, we decided to drive one more vehicle. In the car, the customers asked if - "she's always like that?" I assured them that she was just having a bad day and we continued.
Upon return, we got into numbers. This was after about 2.45 hours and they were getting hungry. After presenting figures, that asked to go to lunch, so I went to the NCM and GM in the same office and asked to send them in the car they were interested. They said no. Didn't say why, but just no.
So they left in their current vehicle after I spread 3 pounds of Be-Back Powder on them.
The dealership brings in lunch for sales and service employees on Saturday, and it's one of the best things that's happened there all week. GM came in to try to tell me why they don't let customers drive all their cars -- they have "drivers" for new vehicles. She also threw in the I'm a reason she doesn't like to hire cars salespeople without recent experience.
I texted and called my morning customers 3 times over the next couple of hours.
Dealership traffic died from around 2-4pm. Then there was a deluge. My part of it was a young lady who walked in to "look" at our Crossover and also to drive the larger one. She was dressed on a tattered sweater, knit hat and gloves with no finger coverings. After a very fine (If I do say so) feature/benefit presentation we drove both. She LOVED the Crossover and we have 1 2018 left. Right color, equipment, etc. Got an appraisal from UCM-$5500. NCM desked it with discount and showed $5150 on her trade. Being the dum dum I am, I asked if she pulled back on the trade -- she said "maybe." Huh.
Presented numbers, worked to get an offer, gave all the justification and reasons to buy now. She committed to come back on Monday am with her husband (she originally said he didn't need to be involved). I asked the NCM to take a turn to firm things up. She refused.
I texted the customer with more information today, and she re-confirmed tomorrow's time. Before she left, she said she would be more appropriately attired on Monday. BTW, she explained she "purposely dressed like a homeless person" so I wouldn't take her seriously.
I do think she will come in and buy tomorrow. But I think that about everyone I speak with.
After she left, I checked my text. My morning customer replied that they bought a BMW X-5. They said to be sure and "Thank" (in quotes) my GM. It was a lengthy 'you're the best salesperson we worked with..." that many of us have received.
Oh, and the NCM came running out telling everyone of us that they just realized the "Hot" model that many of us had shown during the day, and one salesperson had started to write up was a customer order and had come in sold. Oops.
Took her to UCM and "discussed." He finally agreed that if we make mine wait we would probably lose him and gave the go-ahead.
