How I raised myself from failure to success in car sales

I would have called myself a professional salesman until I started surfing the net and found real salesmen selling goods and services from a simple web site. Let me explain.

I have been told that I could sell snow to the Eskimos and to be quite honest, I have made a good living over the last five years as a professional car salesmen.

I have sold Double glazing, central heating systems (it gets very cold here in the UK) and cavity wall insulation directly to the public face to face.

I have never had any problem closing the deal on the night, its very easy to persuade someone that the benefits of my product far out ways the cost involved when they are sat in front of me drinking a cup of coffee in the comfort and security of their own home.

The goal of any car salesmans game is to sell you a car and to sell it to you today and at the highest possible price. If youve already visited a dealerships, you will probably have experienced the kind of pressure the salesman can exert on you to buy today. There are two reasons why its so important to him that you buy a car today:

Buying today means you wont look else where. The salesman knows that if he can get you to buy today, before youve done all of your homework and before youre fully ready, then youre probably buying because youre hooked emotionally. Believe it or not I sold a $20,000 car to a guy who had only popped out to buy a paint brush, I hate to think what his wife said when he got back.

Maybe youre turned on by the smell and feel of that car. Maybe youre excited by the anticipation of showing it off to your friends. Or maybe youre jazzed by the promise of a super deal.

Whatever it is, youre reacting on an emotional level. And thats exactly what the salesman wants because he knows this all-important fact: The emotionally-charged buyer negotiates less effectively and, therefore, ends up paying more for his car than the analytical buyer.

Thats important to the car salesman because he works mainly on commission. If you pay more for your car, then he makes more money.Buying today means you wont buy elsewhere. The salesman is convinced that if you dont buy from him today, hell never see you again, that youll buy from another salesman who will do his monthly payment a few dollars per month cheaper, or a salesman who is more aggressive or more clever than he.

He achieves this goal by following a specific proven strategy: a game plan. He learns the plan in seminars and classes. He practices the plan in role-playing workshops. He follows the plan because it works . . .

As a web site owner you dont have the privilege of a face to face contact, your business may be totally unknown to your prospects, people can not touch, smell, taste, hear or feel your offer in an electronic world. So how do you sell your product or service to your new customer without sitting them down and selling face to face?

Thats quite a hard question to answer and I suppose the Internet marketing gurus would tell you it would be good sales copy and I think I would agree, your sales copy is your face to face salesmen.

It can show and tell the customer why they should buy from you and why they should buy now but in the real world that cannot always be achieved, this is where following up marketing becomes an important aspect of your marketing campaign.

I thought that if I couldnt sell a car to my customer on our first meeting that no one could sell them a car. I thought that I was the best salesmen in our dealership, after all I sold more cars than any other salesmen, made more money than any other
salesmen so why should I follow up if they didnt buy from me there and then? How arrogant could I be

After studying the methods of Internet marketing experts like Marlon Sanders and Corey Rudl I found that if I followed up with my customers not just the once but at least seven times I would close more sales and therefore increase my income.

I started with a telephone call then I followed up with series of six letters each arriving one day after the other. I explained in my letters that the dealership I worked for was the best garage to buy their new car from, how our customer services was second to non and if they had any problems with their new car we would deal with it in a courteous and friendly manner, guess what? My sales increased over 25% in the first month and over 65% in my second month, increasing my income by over $20,000 per year, all from a series of simple follow up letter.

I learned my lesson that day, I started following up with my customers and if I didnt succeed the first time I followed up until they would buy.

Try it yourself, it really does work.

Keith Mallinson.

About the author.

admin@autorespondersgomlm.com
http://www.1.autorespondersgomlm.com