Car
Dealer Confessions Tug
Pullman
Rookie Car Salesman…On The Point.
When my intensive car dealership training commenced (about 2 days), I was
paired with a veteran used car sales person whom they introduced as my “Mentor”.
This gentleman enjoyed two hobbies: chewing tobacco and collecting the
business cards of Sales People who either quit or were fired. His first
action as my professional mentor: Showing me his “Wall of Shame”. Under his
desk was a cork board, upon which he tacked the business cards of departed
Sales People.
He went on to tell me most people don’t make it past the first month in this
business. He also showed me the spot reserved for my business card.
Competition can be fierce in the automotive sales field. I didn’t know it
then; this was the first overt attempt to “get into my head” by a veteran
sales person. They like to keep the ranks thinned out so there were more
sales for them. A young intelligent new sales person represented the biggest
threat to their sales pipeline and comfortable work life.
Most of these demoralizing head games took place on the “point”. The point
is outside of the dealership, closest to the entrance where customers pull
in. If you have ever pulled into a dealership and had the feeling that you
were raw steak being lowered into the lion cage, then you have visited the
point.
For traditional Sales People, this represents their “turf” and the best
chance they have to sell a vehicle. The more aggressive they are, the better
their chances of landing a customer.
My first trip out to the point began harmlessly enough. Not too long after
staking my claim near the front entrance, I was approached by one of the top
Sales People. He was an ex-professional pool player and quite slick in a
“country” type of way.
He began the conversation normally enough, commenting on the weather and
such. Not long into it, he began his spiel about how terrible business was,
and how he heard they would be letting several Sales People go at the end of
the month. His technique became quite transparent as he continued talking;
eventually he walked past me to grab the customer who just parked in the
point..
I filed that little maneuver under the title “Chat and Swoop”, a technique
he obviously perfected. I was starting to catch on…rather quickly.
Car Dealer
Confessions Tug Pullman
