Here Are Some Interesting Ways Dealerships Use To Sell Less Cars!

1. Let the managers train the staff to ignore those crazy internet shoppers
2. Let the sales staff cherry pick the best leads and ignore the Internet shoppers
3. Do not have an experienced Internet Manager or BDC Manager to double check every opportunity
4. Hire green peas to run off your customer
5. Make sure there is a $100 mini on Internet customers
6. Charge back the salesperson -$200 on a low survey
7. Keep absolute garbage wholesale cars on the lot with no return policy and no warranty
8. Keep cars with serious mechanical or physical issues on the lot.
9. Do not pay any extra for selling an Internet lead
10. Do not pay sales staff to generate their own social media leads
11. Do not let your sales staff get involved in community events
12. Do not give your sales staff any company shirts, jackets or hats
13. Do not give your sales staff any time off
14. Do not have a base pay for the sales staff.
15. Do not organize the lot by model or line them up straight
16. Do not have a solid program for the car keys. Make sure everyone knows they can hide keys of hot prospects.
17. Do not have a lot porter, Pile cars on top of each other so a salesperson has to move multiple cars each time to get a car out.
18. Do not have the cars washed on a regular basis. Make sure the cars are covered in dust and dirt.
19. Make sure the managers have a few favorites that get all the good leads and bones.
20. Make sure the managers do not train the sales staff to sell like they once did.
21. sure the managers give half deals to their friends without looking at the CRM
22. Make sure the managers do not pick up the phone to try to make a deal.
23. Make sure the manager do not believe in early manager intervention.
24. Make sure all the 2nd keys are locked up in the parts department with no access after parts closes. Make the customer come back to get the 2nd key when the parts department is open. Make the salesperson deliver the 2nd key to the customer the next day.
25. Make sure the managers will use the new sales staff to do the work for their favorite sales staff but do not put them on the deal.
26. Do not pay cash spiffs, then make impossible requirements to qualify for spiffs.
27. Do not provide food to the sales staff on bell-to-bell days.
28. Do not pay anything to your new sales staff for 30 days.
29. Make sure the sales managers are good at lying to the sales staff about everything, hoping they will never find out.
30. Do not take care of the area outside of the dealership. Do not water the grass, plants, flowers, trees or shrubs.
31. Do not take care of or maintain the inside or the outside of the building.
32. Do not repair leaks or damaged stalls or update the bathrooms.
33. Make sure the customer waits forever to get into finance. Let the finance staff argue about the cash deals. Let the finance staff come and go as they please.
34. Make sure that after the sale no finance person will answer any phones calls from customers.
35. Make sure the sales person knows how to beg for a 5 star review. Even if the manager and finance caused some of the problems. Remind the sales person of the charge back of -$200 if there is a bad survey
36. Make sure you hide all the dealership protection package details until the very end. Then make sure the sales person gets them to sign off and then give him a tiny spiff.

These are what I call obstacles to the sale. I figure there are over 450 different steps that the dealership needs to do to get the customer through the sales process from beginning to the end. The more of these you get right on a consistent basis the more cars you will sell month after month. If you look closely at stores that are selling 500+ units a month you will see a well oiled machine.

If you need Internet Manager help that will follow up with every lead in real time and hold the staff accountable. We need to talk, I can help one store or multiple stores sell more Internet deals.
Vincent Hoss 25 years in Internet Sales.