The sales force of a car dealer's salesman as seen by me as a former top sales person

Living with Porsche

Previously it was top sales

I was assigned to the sales department at a company that I joined as a new graduate, and I have been in sales for five and a half years until I retired. When I was a student,Business seems to be difficult. I don't want to do it because the quota seems to be tightI was thinking, but at the interview to decide the assignment destination, from the boss at that time,

You can't do the office work. There are too many clerical mistakes, and even stopping the paperwork with a stapler is too bad. Keep in mind that the only option you can assign to is sales.

I was told that I was reluctant to open a businessw

However, thanks to that, I was able to rank first in the results for three years, and after retirement and independence, I received a request from a publisher and published a sales know-how book based on my previous work experience. ..

Recently, I have been visiting domestic and imported car dealers to buy my second car in my life. I felt thereFeeling uncomfortable with dealer salesI would like to write about "today.

Discomfort with the response of dealer sales staff

The other day, I went to a domestic car dealer. After calling in advance to check if there was a test drive of the MT of the car I was looking for, I visited with the children and five family members.

I was taken to a seat and the sales person said, "Will your husband test drive today?I was asked, but my husband said, "No, I came to look for my wife's car today, so my wife will rideWhen saying, "e! Your wife has an MT car ... That's right!That person was very surprised (laughs)

after that,

Person in charge: "Are you buying your husband?"
Husband: "No, my wife insists,'I will buy my car myself!', So my wife seems to buy it herself."
Person in charge: "Oh! That's right! Is your wife working?"
Husband: "My wife is a car blogger ..."
Person in charge: "Oh! That's right! I've never met a customer who has such a job!"

After listening to various explanations, I left the dealer.

However, in the car on my way home, I couldn't say anything and felt frustrated. So to my husband

Somehow, in the conversation I just mentioned, from every wordHomes that are interested in carsI should have heard that, but why more "Do you like cars?"And"What kind of car have you been in?I don't think I'll ask you a lot.
I did everything through. For that reason, the story of discounts was amazing, but ... I didn't know if I was willing to sell it or not. If I were to do business, I would ask more questions to customers.

My husband said,

That's right. From my experienceThe more luxury car dealers you are, the more often you will be asked about "car life" and "lifestyle".I think. On the other hand, low-priced dealers said,The purpose of use of the car and who will ride itI feel like I'm mainly asking.
Well, it depends on the person in charge and the shop, so I can't say it unconditionally, but I think there is such a tendency.
Mr. H, who is in charge of the Porsche dealer at my house, seems to be unwilling to sell at first glance, but he seems to like cars, he knows to some extent, and he can talk about cars properly.
Also, I'm not good at over-service and customer service, so I think Mr. H's easy-going stance suits me. Ah, but sometimes I come to Guigui (laughs)

I was talking.

I see ... But surely, the more dealers that handle imported cars and cars with high hobbies, the more I wonder if there is such a tendency.

For sales that you think "I want to buy from this person"

So far, while visiting domestic and imported car dealers and talking with sales people, "I wonder if this person is not willing to sell the carThere were quite a few things that I felt.

Of course, I don't think that's the case for everyone, and maybe it happened to be the one who served our couple.

To put it simply, a sales job is to "sell your own products and services." That said, I don't think it's good to suddenly explain the product after coming to the store, but "I want to convey the splendor of my car"And"I want to know more about our customersI often didn't feel the spirit.

For example,

・ I don't ask many questions to customers
・ Even if you convey information, do not dig deep through
・ Do not tell the future that can be obtained by buying a car
・ There is a lot of silence
・ Do not actively try to get along with customers

And so on.

In the example of the other day, I came to the store with 5 family members in Cayenne(I wonder if I didn't know Cayenne), My wife is looking for an MT car,It turns out that I like cars more than ordinary householdsI think, but I didn't dig deep into that at all.

Also, during the test drive, "My husband also likes MT cars, so I think he likes this carI said, "Well, all the MT car enthusiasts who have purchased so far love it!" Or said, "I'm a car blogger." Sometimes it ends with "I've never met such a customer! It's amazing!" ...

If I were a salesman

"I wonder if I really like cars to buy an MT car even though I have a sports SUV for my family."
"What does your husband usually ride? Is it a sports car?"
"What kind of car have you been in so far?"
"What are the important points when buying a car?"
"What kind of car are you writing about when you are writing a car blog, I want to read it!"

I think there will be a lot of things I want to ask.

At current car dealersIt's not good to get too close to the customerIs it also a rule like ...? Or maybe the sales quota is too strict and people are more conscious of "talking about the price and selling" rather than building relationships with customers.

However, I think it is important for sales to build a relationship of trust with customers before selling, and they can talk with customers, get to know each other, and talk about various things.I want to buy from this personI think it's important to go through the process of getting people to think.

While talking about this, my husband

Many dealer salespeople may not be interested in carsNa. Most of the time, I know more about the car. Well, maybe I'm looking too much ... lol
But "Eh, don't you know that? I don't have enough study.I often think.
If I do it, I'll look into every corner of the cars I sell, not to mention the instruction manual, so that I can answer perfectly no matter what the customer asks. Also, I would say to my boss that I would drive the test drive after hours and experience it for myself.
Well, it may not be possible depending on the store system and policy, but moreI wish I could greedily try to know about the car ...I think.
After all, low-priced dealers and dealers of manufacturers competing for sales volumeMany people "rush to sell"I see. I think there is a considerable quota, but I can't build a human relationship with that at all.
Certainly, if the car is good, I will buy it regardless of human relationships, but if there are no attractive cars or discounts in the future, I think that if there is no human relationship, it will not sell at all.
Therefore,I'm in a vicious circle of struggling to do business every timeI think so.
At first glance, it seems like a detour to create relationships.investmentI think that the person who can do it will win in the end. I think this is what I see when I see top-notch salespeople in various industries around my job.

It was said. I see….

Also, cars (though not just cars) areThe result of the efforts that many people have been involved in, such as design, development, and design, desperately created.However, I think it is the job of sales to carry the feelings of those people and finally sell them to customers.I want you to sell with more passion and confidenceI personally think that.

I myself wasn't interested in cars at all before, but when my husband bought a Porsche, I learned about its appeal and the world changed. I went to various places by car, learned about the joy of driving a car, had more memories with my family, and had many new encounters through the car.Life with a car is niceI came to think.

Having such an experience may make me even more disappointed every time I come in contact with a dealer's sales position.

In the car on the way back, "I would do this! This way I can sell more! I wonder if I can sell it instead!Because it is something that enthusiastically speaks

If you have something to say so much, write it on your blog.

I was told by my husband that I wrote this article (laughs)

I wrote it in a big way, but I would like to not only say it to others, but also to continue to move forward with passion and confidence in my work.

Mina

"Porsche came to my house" caretaker, mother of three children. Until a few years ago, I was not interested in cars at all, but when my husband bought a Porsche, I learned how wonderful Porsche is ...

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  1. k

    Mina

    Hello.

    There are many parts that I sympathize with the dealer's response.

    The other day, I went to several dealers to buy a new family car, but I had the same impression.

    The only dealer who really understands the car, and when you ask a question, he will tell you the advantages and disadvantages, and will give you the necessary and sufficient answers such as what you think about it as a manufacturer. I met a person and decided to buy it there.

    I thought that if you responded so well, you would build a sense of trust that you can leave it to that person even if something happens.

    (Because the dealer's other store used to support salt, the impression will change considerably depending on the sales person.)

    I hope you can find a nice MT car quickly!

    I am looking forward to it!

    • MinaMina

      k
      Hello, Thank you for your comment!

      It was that I felt that way when I went around the dealers in various ways.
      After all there are many such sales people ...

      But that much, like the female sales person who was in charge of Mr. k,
      I would be very happy to meet someone who would support me well.
      I thought that I would be the one who wanted to leave it to this person!

      Thank you for the MT car ^^
      I want to be able to report delivery on my blog as soon as possible!

  2. ds124

    Hello Mina.
    The fact that you are already on a test drive is a sense of speed (laughs).
    Regarding the difference between imported car dealers and domestic car dealers in this article, if you dig deeper, I feel that there are differences between German car dealers and Latin and British cars.
    With the exception of Porsche, German car dealers tend to have a business style that is relatively close to that of domestic car dealers, especially for BMW, Mercedes, and Volkswagen, which are prominent and will soon be talked about estimates and discounts.
    Audi is relatively not so these days, and the discounts are small, so I think that is appearing in the number of cars sold and the used car market.
    Latin and British cars are customers who visit the royal road off the royal road (laughs), so they have a wealth of salespeople and product knowledge (maybe there are few car models), and they offer suggestions that are close to their lifestyle. There are many cases.
    The only exception is Renault, especially the dealers whose parent company is Nissan, there are many salesmen who have moved from Nissan, and when I visit to buy Twingo myself with the domestic car sales style of Gorigori, I hate that person and others. I even bought the Audi A1 at the store (laughs)
    Many Latin and British car salesmen love and sell their products, and while listening to the story, they are often fans of the brand, including the salesman, and on the contrary, German cars. I felt "I got a job for the time being", and although the car is attractive, I somehow lost the desire to buy it ...
    I feel that there are many things.
    This may be related to Germany, which is a utility vehicle as an image, and other hobby vehicles, regardless of the specifications and body shape.
    Excuse me for the long comment.
    I'm looking forward to what you choose!

    • MinaMina

      ds124
      Thank you very much!

      > I feel that there is a difference between German car dealers and Latino and British cars.
      I see! !! !!
      When I say imported cars, I've been to almost German cars, so
      I also wanted to go to dealers of other manufacturers.

      But surely, when I went to a Bentley dealer before,
      The level of knowledge, dignity, communication skills, etc. of the sales person are all different.
      I thought, "I'm a Bentley sales person !!!! It's like a concierge!"

      And I want to taste the Latin atmosphere (laughs)

      It seems that it is taking a long time to deliver the car due to the shortage of semiconductors.
      I wish I could report the delivery of the car on my blog as soon as possible ^^

      Thank you for your continued support!

  3. Ishi

    Mina

    I had a similar experience before when I tried a PHEV called Honda Clarity. At first glance, I was grateful that I left the car key to me and let me test drive as much as I wanted, but I can't ask any questions while driving that it's a test drive alone, so let's ask after the test drive. Even though I thought, I usually forgot what I wanted to hear and left the store without any conversation. I wondered if the dealers couldn't afford to reduce the number of workers, but I thought they were losing their sales opportunities. It's a proof of trust that you can take a test drive as you like by handing only the key at a familiar dealer, but you can take it positively.

    When I visited a domestic dealer in Cayenne, the sales person might have felt like "a strong enemy appears!" Depending on the destination, it may have been smoother to go to the reef without the sales person getting ready.

    • MinaMina

      Mr. Ishi
      Thank you very much!

      > At first glance, I left my car key to me and let me test drive as much as I wanted
      Well, that's a surprise ...! It's amazing in many ways ...
      Sure, it's nice to be able to ride as you like, but I'd like to ask a lot of questions during the test drive.
      I can't hear anything at that time ...

      > When I visited a domestic dealer in Cayenne, the sales person might have felt like "a strong enemy appears!"
      Oh I see…!
      That may be true! !! !! I will do it from the next ^^!

      After all, I don't know unless I go and experience everything.
      I'm studying a lot ^^;

  4. athlete

    Certainly, I feel that dealer salespeople do not want to close the distance with new customers.

    I looked it up there, but the rigor of the dealer's sales work is
    ・ Sales quota (air that should be achieved)
    ・ Processing a huge amount of documents (It is a huge amount of trouble because it is a document related to government offices)
    ・ Trouble with customers (delayed delivery, scratches and noise on the delivered vehicle, etc.)
    ・ Preparation before delivery including car delivery ceremony
    ・ Quotas for non-car products such as life insurance, loans, automobile insurance, smartphones, and credit cards
    ・ Later-out Janken (self-sufficiency named service)
    ・ Registered quota
    And so on.
    Some of these also seem to have a significant burden as you get closer to your customers.
    "When the car is delivered, it is full of gasoline!" Or "After all, get the desired number!"
    The procedure for changing the contract details after the contract is concluded seems to be difficult, so it seems that the person in charge tends to be self-sufficient or self-serving.

    There may also be a cause for changes on the customer side.
    It's been a long time since young people have been crying out for cars, and middle-aged and older people (generally speaking) will be the main customers.
    Automobiles are a means of transportation, and the number of people seeking hobbies is decreasing.
    In other words, it can be imagined that many customers are more interested in "price" than "detailed specifications of the car" and are positive in their claims.

    In addition, the relationship between the seller and the buyer in the sales contract should be even, but in Japan it has long been a "buyer advantage".
    Furthermore, recently, "insane" is becoming a "legitimate request" by distorting the trend of accepting diversity.
    These changes in the social environment may also cast a shadow over the sales style of sales staff.
    In such an environment, salespeople will be defensive and attacks will be secondary.

    In any case, it may have been a difficult time for a sales person who sells "automobiles", which are the second most expensive assets after "houses".

    Because it's an expensive purchase, and because it's not the end of the product if you buy it.
    Actually, as Mina says, I would like you to have a relationship rooted in good relationships between sales and customers.

    • MinaMina

      Athletes
      That's right ...!
      Thank you for checking!
      Dealer salespeople are also in a really difficult time ...

      Certainly, the customer base is changing and the customers are getting stronger.
      I thought that there were many difficult situations for salespeople.

      This trend is likely to accelerate in the future ...

  5. nave

    Mr. Mina, husband Hello.

    I can only sympathize with this article ~

    It's a gap in the amount of heat for a car, isn't it?
    When I buy a car, I'm probably the type who prepares more than a salesman (laughs)
    Of course, whether it's 1 million or 10 million, you pay a lot of money, so it's of course serious, and above all, the amount of heat for the car is different! !!

    If you ask my wife, even if you look up that much. .. .. ..
    I've been told many times that I don't think everyone will look like you.

    I can understand Mina's anguished feelings painfully.
    When I went to the dealer with the GT3 I was riding at that time because I was attracted to the F1 direct engine when the BMW M5 appeared a long time ago, this is a maintenance shop.
    I remember being casually told that the showroom would be a different place.
    If I'm the staff of the maintenance shop there, duck green onions will appear, and I'll definitely make you want to buy it! !! I thought it was a drooling situation.
    I'm a customer who came in the wrong place, but I immediately contacted the showroom staff to pick them up, or just went to the showroom.
    I wanted you to have the spirit to abduct.
    This is also the difference in the amount of heat after all.

    I happened to meet a person with the same amount of heat, and I am transferring Audi for his wife.

    It would be great if Mina and his wife had an encounter with such a sales person other than Porsche! !!

    • MinaMina

      Mr. nave
      Thank you very much!

      > When I went to the dealer with the GT3 I was riding at that time because I was attracted to the F1 direct engine when the BMW M5 appeared a long time ago, this is a maintenance shop
      I remember being casually told that the showroom would be a different place.
      What ...! !! !! !! !!
      On the day when GT3 arrives, it will be a momentum of "I will definitely return!" (Laughs)
      Moreover, if it is a maintenance shop, I think that there are more people who like cars than sales people and get the job.

      Is there a variety of problems in the organization, such as vertical division of occupations?

      I think there are really few sales people who have a lot of energy.><

  6. Takabo

    Mina

    I am always reading it with great interest.
    I am an active salesman of a dealer who handles German cars (not Porsche), which is the theme of this time.

    What is written is, in a good way, the ideal relationship between the sales staff and the customer.

    Many of the manufacturers I sell are wealthy customers,
    Customers in this class don't really care about the amount. (Of course, I wouldn't go without a discount ...)

    In many cases, I feel that it is very important to have good relationships for a long time.
    However, it's also true that people don't like relationships that are too close to each other, and they don't like aggressive (forced?) Sales, so it's a difficult place to adjust.

    There is no doubt that the number of sales people who like cars is decreasing year by year, but this tendency is
    It also applies to customers.

    Recently, there are many customers who want to smoke when they talk about their love for cars too hot.

    I'm still looking forward to the 1st and 26th of every month when car magazines are sold.
    Young salespeople rarely read car magazines or car-related sites.

    If you are a customer who is not interested in cars and a salesman who is not interested in cars, the price (discount) will definitely be
    It becomes the center of business negotiations.

    I don't know the reason, but there are customers who don't understand the humanity that they used to have, or that the amount of money is all.
    I feel that it is increasing.

    Is it an MT car?
    The car models are really limited, aren't they?
    The makers that come to mind are Porsche, BMW, Renault, Abarth, MINI, and GR Yaris for domestic cars.

    I am looking forward to what you will choose.

    Excuse me for a long time.

    • MinaMina

      Takabo
      Thank you!
      It will be a comment and study for those who are active dealers.

      I see…

      Certainly for sales people as well
      It's a difficult time, isn't it?

      The number of customers who can communicate with each other has decreased compared to the past,
      I wondered if the number of stressful responses is increasing.

      It's kind of lonely, isn't it?><... MT車、有難うございます! 今までになく、幅広く検討したので、注文は先日やっとしたのですが、満足しています^^! また、ブログでご報告いたします!

  7. yi

    I always enjoy reading it.
    I think that people in charge of sales of luxury goods with high taste tend to be more knowledgeable than those who sell the same goods that are mass-consumed.
    One of the impressions they have in common
    Are they themselves users and have little shopping experience? I have something to think about.
    If you have little experience from the user's point of view
    Will we fall into a cycle where the goal is to create achievements in numbers? I think.
    I think it's unfortunate for sales people who care about their numbers and evaluations.

    • MinaMina

      yi
      Thank you for always seeing the blog.
      Certainly, if you have the opportunity to buy as a user, how do you feel relieved to be treated?
      It will be a great learning experience.

      Because we have great products
      I wanted you to sell it with more confidence.

  8. Enmity

    I always enjoy reading articles. You may have commented on a golf article about two years ago.

    I bought it at a VW authorized dealer, but the deciding factor was the dignified sales with confidence in the product (and I bought it with confidence because I was able to tell me the arrival lot and the contents of the annual improvement). Although there are some, I think that there are some places where you will always prepare a model that is several ranks higher as a test drive as a substitute for vehicle inspection and inspection even though you have not sold it at all.

    Actually it is a Porsche goal, but due to the convenience of the living environment and my parents are Audi users, I went to Audi officially as a replacement candidate recently, but it makes me feel refreshed to hear about the product and the brand itself with confident sales. I tried the SQ2 to get a taste of the brand's technological capabilities, but I was very happy that the sales staff suggested a test drive of the S model.

    The real thrill of riding an imported car in Japan is not only driving but also self-expression, so I'd be happy if sales could talk about the appeal of the brand.
    So I sympathized with the content of the article, and I realized again that I would like to gain more confidence by accumulating knowledge, information gathering, and experience at work. That's why I'm delusional if I can get ahead and buy Porsche ... lol

    • MinaMina

      Sea cucumber
      Thank you for always seeing the blog!
      Yes, thank you for your comments before.

      I envy the relationship with the wonderful sales people!
      After all, when the sales people talk about their cars with confidence,
      This is also nice and comfortable, and I think that the feeling of exhilaration will be different even if you ride the same.

      I also want to work with pride and confidence in my own work and blogging.
      And I will do my best so that I can buy Porsche myself in the future (laugh)

  9. Zabuton

    Hello Mina. I think that there are various people in the dealer's sales staff, so I can understand it comfortably.
    For those who like cars, I don't think it goes well with sales people who don't like cars. The sales person in charge of my Porsche also talks about lifestyle and car discussions, so you want to get along with such sales people for a long time. The story of discounts does not come out at all until just before the last stamp of the contract (laugh)
    It was two years ago. I finally decided to buy a new AUDI A3, which I had been riding 280,000 kilometers on a regular basis, and visited the ○ MW dealer for the first time. When I asked him to tell me the story of X2, he suddenly started saying "Here is the list of cars in stock now. Now with a discount of XX yen", and in addition to the discount, the quote that came out immediately There is a trade-in amount of 500 yen for AUDI that I haven't asked for (I thought it would be better to pick it up for free because it's fragile). When I heard about engine performance and driving performance on snowy roads, they answered only appropriately.
    When I told the dealer of ○ Jaguar who visited with that foot the circumstances that I wanted to buy a new one, suddenly in front of the E-PACE exhibition car, the attractiveness of the design and driving performance, the efforts as a manufacturer of ○ Jaguar, etc. endlessly Solo performance (with a tremendous gesture while spinning around the exhibition car ...). I bought it immediately because of my strong love for the product. In addition, AUDI died at the travel destination without waiting for the delivery of E-PACE six months later (tears).
    I think that buying a car is not only about the appeal of the car, but also about whether or not you are captivated by the appeal of the salesperson. I think that the sales people who know about customers and can jump into their pockets are strong.
    PS MT car is nice! I am also waiting for the delivery of Boxster GTS 4.0 and Elise MT, but my wife has the same name as Mina, but she is not interested in MT cars at all. I have an MT license, but ...

  10. Zabuton

    Hello Mina. I think that there are various people in the dealer's sales staff, so I can understand it comfortably.
    For those who like cars, I don't think it goes well with sales people who don't like cars. The sales person in charge of my Porsche also talks about lifestyle and car discussions, so you want to get along with such sales people for a long time. The story of discounts does not come out at all until just before the last stamp of the contract (laugh)
    It was two years ago. I finally decided to buy a new AUDI A3, which I had been riding 280,000 kilometers on a regular basis, and visited the ○ MW dealer for the first time. When I asked him to tell me the story of X2, he suddenly started saying "Here is the list of cars in stock now. Now with a discount of XX yen", and in addition to the discount, the quote that came out immediately There is a trade-in amount of 500 yen for AUDI that I haven't asked for (I thought it would be better to pick it up for free because it's fragile). When I heard about engine performance and driving performance on snowy roads, they answered only appropriately.
    When I told the dealer of ○ Jaguar who visited with that foot the circumstances that I wanted to buy a new one, suddenly in front of the E-PACE exhibition car, the attractiveness of the design and driving performance, the efforts as a manufacturer of ○ Jaguar, etc. endlessly Solo performance (with a tremendous gesture while spinning around the exhibition car ...). I bought it immediately because of my strong love for the product. It is the same as Porsche in that you have to wait for half a year until the delivery of the car and the explanation of the innumerable cheap options. In addition, AUDI died at the travel destination without waiting for the delivery of E-PACE (tears).
    I think that buying a car is not only about the appeal of the car, but also about whether or not you are captivated by the appeal of the salesperson. I think that the sales people who know about customers and can jump into their pockets are strong.
    PS MT car is nice! I am also waiting for the delivery of Boxster GTS 4.0 and Elise MT, but my wife has the same name as Mina, but she is not interested in MT cars at all. I have an MT license, but ...