J & J Automotive Sales Essay

Replicate business and referrals from pleased clients are fundamental to conquest in selling. The longer you locomote in sales as a maestro person committed to treating your customers right, the higher and higher will be the proportion of your business emanating from excerpt business and customer referrals. By contrast, consider about the stereotype of the person we would generally consider the antithesis of professionalism in selling, the utilize-car sales rep.Of course, in that location may be some used-car salespersons out there that are professional businesspeople, but by and large their reputation is not exemplary. The reason? We rely it has a lot top do with the fact that the person selling in the used-car lot sees the prospect as an opportunity for a mavin-time transaction. rarely will a customer return to that same used-car lot for a repeat purchase, and the used-car dealer virtually never has service facilities for developing an current relationship after the sa le. Used-car buyers rarely refer friends and colleagues to the dealer they bought from.When they do, its because of the handiness of a particular vehicle rather than the enfranchisement per se. Compare that with thriving new-car dealership, especially those at the high end, who want you as a long-term customer that will refer friends and colleagues to the store and its salespeople. If youve ever dealt with a dealership similar that, youve enjoyed a personal relationship with your salesperson and the service department reps, which is well worth paying for. Youd certainly agree that your salesperson does not fit the stereotype of a used-car salesperson.Its just one illustration of a business which appreciates the fact that its survival is contingent upon repeat business and customer referrals. Joe luckily has considerably dealing relationships with his customers which is a true(p) start in countering this stereotype. Not only must he be aware of the features associated with a variety of models, he must withal be familiar with mileage, modifications, rebuilds, and the quirks of to each one car on the lot. As such, he could work a constructst the stereotype as a slick con artist aspect to make a quick buck.Part of this, may be payable to the larger commissions used car salespeople like Joe make on each sale, thus encouraging them to complete as many sales possible. piece stereotypes abound regarding used car dealerships, it is unfair to cast a damaging light on the entire used car industry. The bonded dealers be hold like other principals some are up front and cooperative others melt or simply refuse to cooperate. Now while you consider you have seen and heard it all, a new claim presents novel and astonishing facts.For example, you are looking for a second-hand care and Joe activates your stereotype of used-car dealer. However, the car looks sort of good buy. Is he lying to you or is he offering a good deal? If additional information seems to fit y our initial idea then you have category confirmation. You are confirmed, in your view of the salesman and take it at that. If, however, the category is not confirmed, then you engage in re-categorization, and sweat to find a category that is a better fit peradventure the Joe is re-categorized as helpful assistant, who sold cars honestly.Since Joe has this characteristics of passion in cars and the sincere stage business to his customers, having this kind of stereotype would not hinder him from obtaining good customers, because he will, of course, gain their trust and as such, would gain good relationship with them. As a customer on the other hand, having Joe as a salesperson of used cars, I would definitely come back to him and get another(prenominal) good deal in buying his cars. The stereotype wouldnt definitely preserve my relationship with Joe as his customer and indisputablely would come back for another deal.AutoNation created a huge business by exploiting the publics wisdom of used-car dealers. Middle-volume dealerships with less expensive cars try to increase sales volume by getting uncertain customers the larger dealers ignore. They track sales workers to make sure they follow a prescribed script with customers. Smaller suburban dealerships also concentrate on uncertain customers but some also book special services like loaner cars and pick-up and delivery service in hopes of repeat and referral business.Reference Kimball, Bob, and Jerold Hall. Selling in the impertinent World of Business. Binghamton, New York Haworth Press, 2004.