Things I've Learned

Never try to guess where a person comes from. If you guess wrong, you can get in trouble.

Never try to guess the relationships between your customers. For example, if you think the lady who’s with your female customer is her mother, it might be her sister. This happened to me, and it was extremely embarrassing, and I suspect it blew the deal.

Also, that good looking young honey the older guy has with him might not be his daughter or his wife.

Never work in a dealership that faces west unless it has a great air conditioning system.

Never pick up pennies on the lot. It’s bad luck.

Don’t work for an Iranian sales manager unless you are an Iranian.

Never work at a dealership where the used cars are in a different location from the new cars--unless you’re working on the used car lot.

Never work at a dealership that gives you multi commission vouchers on a car. You are undoubtedly being screwed. Keep the highest voucher and take them to the labor board after you quit.

Observe the 5 minute rule: Never have more things in your office then you can pack up within 5 minutes of quitting or being fired. Keep a cardboard box handy just in case you need to launch.

Don’t work in a dealership where you don’t have an office.

He who sales manages his own deal has a fool for a desk man.

When you go back to your customer with the sales manager’s first pencil, present the deal and then shut up. Many times the only one who screws up a “yes” is you.

Never sell cars that Chinese people like to buy.

Never ask a customer how much he makes per month. Ask him how often he gets paid, what’s his gross pay, and then calculate to determine an accurate monthly income.

Remember, your car is less expensive. The competition’s car is cheaper.

If your thinking about moving on, remember that even though the grass on the other side of the fence might appear be greener, you still have to water it.

Always remember: The dealership CAN survive without you.

If you’re a single guy never bury a beautiful woman in a car, because you might end up making the payments.

Never piss off the service department.

Always try to switch a new car buyer to a used car if you can, but keep in mind that selling a new car is better than no deal at all.

Never fall in love with a car. Remember it’s nothing but iron and paint. Get what you can take, and take what you can get.

Most of the time, not taking a deposit on a car works better at getting a customer back than taking a deposit.

Look at a customer’s trade. Notice if it is currently registered, where it was purchased. If there is a bumper sticker that has the call letters of your local PBS station feign sickness and turn the deal to someone you don’t like.

Asking a customer where their trade is financed will tell you volumes about the people and their credit worthiness.

No job is worth being needlessly yelled at by a sales manager. Unless, of course, you’re making a 100K per year.


Talk to you later,


David