How to be Successful in this Economy

By now, I'm sure you have seen the results of the media and presidential election created bad economy. I know I have. By the way, this is my 4th election selling cars and they are bad times economically! Why? Because you have two guys running who are spouting nothing but negativity against each other all over the mass media. You have presidents spouting something they know nothing about (economics) saying "If this bailout doesn't pass, we will be in another great depression!" Uh--it passed and the stock market is tanking... You have CEO's of auto-makers worried more about selling fewer cars and saving a few bucks per car thank how to sell more cars! Wow--how did we get from there to here? Was it just people buying homes they couldn't afford? Was it me talking a bank into approving someone who had no business buying a car? Was it a war that jacked up fuel prices that made broke people broker? Was it lack of leadership? Was it the media? Yes--all of the above and more.

Today, when I was getting ready for and walking to my car, my neighbor came up to me and asked, "How are you selling cars when banks are not financing them anymore?"

Thanks, media!

"I sold 4 in the last 2 days," I answered.

"Wow--how in the world did you get them financed?"

Thanks, media!

"Just like all the ones for the last 12 years," I explained. "I take their credit information, submit them to a bank, and get them approved."

Maybe the banks have tightened up, maybe not. I haven't noticed. Everyone who has come in front of me and wanted to buy a car has gotten approved with the exception of one guy who wanted to buy a Corvette with no credit, no job, etc. The so-called credit crunch made no difference for him.

Now granted, banks are tightening up but don't you have more than one bank you can submit a customer to?

OK--how to be successful in today's "bad" economy.

• Stay away from the newspapers, news on tv, the internet--they have nothing good to say.
• If someone walks on the lot, greet them, do a great job building excitement and value and sell them. I promise you this--they would not be wasting the gas to come on the lot if they weren't interested.
• Stay away from the other salespeople--let them have their huddles talking about how bad it is. Walk right past them and grab every "up" you can.
• Tell customers it is a great opportunity. 12 years in the car business and I have never seen deals like the ones we have (over $8000 in rebates on certain vehicles).
• Maybe use the credit thing as a close. "If I can find a bank that still has money, would you like to get some of it before they run out?"
• DO NOT CHECK TO SEE HOW MUCH YOU HAVE IN YOUR 401k! You will just depress yourself. It will come back--just like it does EVERYTIME it falls (which has been about 20 times in my life alone and I am 41 years old.)
• Do a better job following up. 2 out of 4 of my sales in the last 2 days were from repeat customers and I have a few more in the works.
• Smile all day--it is catchy!
• Send out a post card to everyone in your database letting them know that you still have money to loan and that rates are cheaper than they have been in a long time.

That reminds me--my wife got a new credit card in the mail--the old one expired. You know what they guy on the phone asked? "Do you have any balance transfers? I can give you 1.9% for 1 year." Wow--what does that tell me? They would not be offering 1.9% if they were almost out of money.

Lastly...

• Get ready for the "BOOM!" It will happen like it always does after a bust. I don't care which person wins next election--America will have a new and fresh outlook and there will be a boom.

Thanks for reading my ramblings and go out and sell a car today!

Attitude and why it is Important

If there is one thing that can make or break a sale, it is your attitude. Let me give you an example of what happened to me recently.

First--some back story.

I live in South Eastern Michigan in a suburb of Detroit. As of right now, we have about the highest unemployment in the country, more foreclosures that just about anyone, a customer base of people who like to lease without any leases for the most part, pollution, crime, potholes, a baseball team that is out of the running, etc.

OK--with this on my mind, I greeted a young couple the other day and showed them a few cars.

They came back today and bought a car from me. Why? Because the dealership they left me for didn't have it in stock and I did.

Whoa! They left me for another dealership? What happened?

Well, the girl told me today that when she first met me, she thought I was "mean." She said that I didn't smile at her and seemed like I hated my job. At that time, she told her husband that "she wanted to find a different dealer (salesperson.)" So, they left and shopped me at another dealership.

Thank God I got another chance! Wow! I have been on a "roll" recently and have sold a few cars in the last week so needless to say, I was smiling when they came back. We talked a little--cracked some jokes, etc. when she dropped the bombshell on me that she thought I was "mean" the other day--but that she thought I was "nice" now because I was smiling.

This has really been bothering me this evening. I'm starting to wonder how many other people that my attitude has turned into a no-sale.

Ever go to a mall and have a clerk that hates their job? You can always tell--they say, "Can I help you?" when you can tell that they just want the clock to hit 9:00 so they can get the hell out of there.

Ever order at a fast food restaurant and get someone with a total frown preparing your food? I wonder if they spit in it? Hmmm...

I can give a million more examples but how about one more.

Lets say you have been dreaming about a certain new car. You did your research on the internet, got some brochures, told your friends and family about it, saved up a good down payment--you know--your first new car. You go up to a dealership and a dude catches you with a frown on his face. "Can I help you or get someone for you?" he asks--you get the vibes that he doesn't think you can afford to buy the car because you pulled in with your old "beater." He looks tired and smells like cigarettes. What do you do?

"Just looking!" as you get the hell out of there.

OK--same scenario but the dude at the dealership is smiling like he is happy to see you. "Welcome to Biff Motors! My name is Charles--and you are...?" He extends his hand and gives you a pleasant handshake. You cannot help but to smile back and it seems like you have known this dude forever.

What this boils down to is this. If you have a bad attitude--FAKE IT! Find something to smile about--whether it is your kids, the weather, the vacation you just took or whatever! If it helps--imagine a $300 dollar bill on their forehead right between their eyes. See if that helps.

I would have lost the sale today if it weren't for the inventory situation here in Michigan. I am very sure of that. The people I sold did not like me, trust me or believe me--at least not until the second change I miraculously got with them. They turned out to be very nice and very easy to close. I made enough to pay my phone, cable and internet bill for the month.

My goal for September is to smile at everyone, be nice to everyone, assume everyone is there to buy a car (and that they CAN buy a car) and to stay away from the negative outside influences... you know what I am talking about...

• The "huddle"--other salespeople will never buy a car from you. They are evil--stay away from them!
• The news--I can give a care less if Sarah Whatever's 17 year old daughter is pregnant. Gas is high--I don't need to be reminded. GM is hurting--I don't need to be reminded. McCain can't remember how many houses he has--I can care less. If I had a wife worth $100 million--neither would I!
• Any talk about money, or lack-of thereof...
• My managers--unless I'm working a deal.
• The fantasy football talk--get the hell away from me! Not in it, not interested in it, can give a care less if you have Peyton Manning this year!

Want a great attitude? Think about something that makes you happy. In my case, my kids and the trip we just took to Mackinac Island, Michigan--that is Lake Huron on the right of the bridge and Lake Michigan on the left of it--pretty cool, eh?

NOTE: The camera made my gut look bigger than it is--I promise!