When we talk about the best in their field, there are always a ton of myths surrounding how they got there and how they stay at the top of their game. In this article, we’re going to cover some of the most common myths that I hear about the top salespeople in automotive, and find out if there’s any truth to what people are saying.
01 | “They Have a Team of Assistants Doing All Their Work”
I hear people say it all the time, “Those people who are selling 30, 50 or 100 cars a month…. they have a ton of assistants doing all of the work for them”
The truth: I’ve never seen one of the top performing salespeople in our field have more than three support staff.
Every salesperson has a team and a group of assistants who help them do their job every single day, and the best part is that the dealership pays for that team. You have…
- Maintenance and Cleaning Staff
- Office Staff
- Payroll People
- Finance Managers
- And Full BDC Departments
Each and every one of those people is on your team and helping you not only to sell more cars, but to make your life easier, every single day.
The highest performing salespeople in our field share the same team as you, but may need to add an additional person (or two) to support the volume of what they’re doing, because no one can be in two places at once.
So, if they don’t have a team of people doing their work, then how are they selling so many more cars than you? They WORK when they come into the dealership.
When those top performers come into the dealership every day, they understand that time is the most valuable asset that they have. They budget it, account for it and spend it in the places that it will help them the most.
That’s the secret; time.
So, if you want to become a high performing salesperson, stop wasting time scrolling and start making the most out of each and every minute.
02 | “They Get All the House Deals”
The next rumor that I hear all the time about highly successful people, is that they get all the house deals or that they sell all of their cars to factory employees.
That rumor is totally false. It’s nothing but jealousy talking.
Most highly successful people don’t even take floor-ups or walk-ins.
They’re too busy with their own network of repeat, referral, community and network customers that they’ve created by following-up after each sale; making them THE WAY that a customer purchases a car.
Highly successful salespeople spend their days following-up with customers, creating a network with newly referred customers and building up a community that will keep building on itself to make sure they don’t need to worry about factory sales or house deals.
If you want to become a highly successful salesperson, you need to focus on cultivating relationships and building a network for yourself. That starts with realizing that when the delivery is done, your job has just begun.
It all comes down to follow up.
03 | “They Never Train, Because They Know it All”
The last myth that I hear all the time, is that highly successful salespeople don’t need to train because they already know it all.
That is 100% FALSE.
Highly successful salespeople are always looking for new ways to do more, learn more or grow in a way that will help them to break their own records.
They also know how to leave their ego at the door and ask for help when they need it.
Most highly successful salespeople even have a coach or a teacher who can not only push them to learn and do more, but who can help them to see what they’re doing, from a different angle.
Most highly successful salespeople rely on their coaches for criticism that can help them constantly assess and reassess their actions, their methods and their process so that they can keep evolving in order to grow.
So, If you want to become a highly successful salesperson, the first step is learning to get your ego out of the way, so that you can understand that you don’t know it all and accept other people’s suggestions to help yourself grow.