Car Sales Training | Understand How Your Dealership REALLY Operates (Master This First)

Understanding your dealership operations. Now this is super important guys. You want to learn all the ins and outs of your dealership that you work at. And what do I mean by this? Well you want to learn how everything works. From their sales department to their service department. You want to learn really important how your pay plan works. Get a contract when you start a job and really understand how your pay and your commission structure works. And track your commissions every single sale that you make. So that you know exactly how much money you have coming in and you can make sure it's accurate between what you sold and what you're getting paid. Also maybe understand how the internet leads work. So I always recommend to new car sales people you don't have to jump on the floor right away. Spend maybe a day or even a week with the internet leads team if they have a team up in the customer service department and see how the whole process happens from the time someone submits an internet lead to when they get called by a salesperson and to when they come in. Understanding that whole sales process from the internet leads is really going to help you when you get internet leads and you're calling them so you can follow the exact sales process that your dealership wants you to follow. Especially with the service department. Speak to your service department and say hey if my customer books a service appointment what happens? Do they come here and drop off their car and bring the keys in and you guys take it? You guys wash their cars? How long do some of these appointments take? What's the price of the oil change? Understand the whole service department. Get to know some of the mechanics. Go introduce yourself to them so you can just understand the whole mindset and the whole operation system of your dealership because customers are going to ask you a lot of questions and if you don't know these answers you're going to struggle. It's really important to find out how your dealership operates. Customers might call you if they have your cell phone and be like hey I'd like to book an oil change and if you don't know how to go about booking an oil change it's going to be tough. You don't want to say hey just hang up the phone and call the service department. You want to maybe refer to them through their online booking system and figure out how the whole service department operates. You also want to learn how the process goes when they get in a car. If they have a fresh arrival does it go through the shop and get inspected mechanically first or do they wash it first? Where do they wash the cars? Who washes the cars? And then does it go through a safety inspection or do they wait till the car is sold to complete the safety inspection? You want to figure out that dynamic so you can accurately communicate the process to your sales clients. I can't stress this enough I mentioned it a little earlier but understanding your pay plan is huge. You don't know how many questions I get from salespeople asking me to review their pay plans because they don't understand it. A lot of these dealerships have many different pay structures whether they have tiered pay plans, draws, different commission rates based on how many cards you sell, bonuses. Understand your pay plan and get it in writing right away so that you when you sell a car you know exactly how much you're getting paid and if there's a variance you can say hey this is my pay plan and this is how much I feel I should be earned why is there a variance. Don't kind of question it aggressively just inquire but you want to understand your pay plan and track your commissions. I have a commission tracker that I use that I can share with you guys in this section here and I will show you guys exactly how I track my commissions so I know exactly when I sell a car how much I'm getting paid and then when I get my pay stub I look at it and I say okay I got paid the right amount and then I feel confident in the pay structure. So understand your pay plan. It's also important to understand insurance. So typically you're not going to be dealing with insurance but you want to maybe have some insurance insight so that you can educate your customers on insurance. So for example if a customer comes in with a beginner license and they say something like oh I hope it's going to be cheap on insurance you can say well if you have your beginner's license you're probably going to want to shop around. Typically I work with a broker and this is going to be very valuable to you guys if you guys can find an insurance broker that's in your area that you feel has a high level of customer service just like you so you can refer them your clients they're going to provide that high level of customer service for your clients and get them set up on insurance very fast. If you just say to your client okay here's the VIN of the car go set up your insurance they're not the pros at that. You need to be the pro and you need to say hey I have a broker that I deal with with your permission I can send him your information and he'll call you and he'll help you set up your insurance. That way insurance gets set up in a fast and effective and efficient manner because sometimes insurance can make or break deals so have a little bit of understanding of how insurance operates. Get a broker as a partner that you get his number and maybe you can ask him hey do you pay any bonus if I send you customers every single day and most insurance brokers will pay you a little kickback if they close your customers. Last thing most dealerships have benefit programs that's the biggest advantage here understand how your benefits maybe you get a demo vehicle understand how all those perks and benefits of the dealership works how much dental coverage do you get how many eyeglass coverage do you get what's your health plan at your dealership understand this and take advantage of this get those massages because if they're paying for it you might as well take advantage of it but if you don't know what you have you might pay out of pocket for some things that you don't have so understand how your whole dealership operates guys take that time so you have a better sense of how you can accurately service your customers.