Ian C. Mathews’ Post

Most reps sound like desperate used car salesmen. I learned to be vulnerable. To admit what I didn't know. "I'm not sure if we're the right fit, but I'd love to understand your world better." Disarming honesty? Converts. Sandler Selling Tip: Qualify THEM as much as they qualify YOU. The power dynamic shifts when you're not chasing, but genuinely curious. #SalesTips #SalesStrategy #SandlerSelling

A Tale as Old as Time: Selling More Requires More Customers! If you’re not reaching the additional customers you desire, what you’re spending now is failing you. The reason is simple: they don’t know who those customers are. The solution to achieving 5X results is straightforward: Start and end with 100% of your list being fully identified customers who are actively shopping for a new car right now. Why guess when you can be certain?

When I first started selling cars, I struggled—big time. In my first month, I only sold 1.5 cars. Coming from 14 years in the restaurant industry, I thought my experience reading people would naturally translate to sales. But I quickly realized I didn’t know how to build real rapport in a sales context. I made all the classic mistakes: rushing the process, asking the wrong questions at the wrong time, and trying to move customers forward too quickly. I still remember losing deals because I pushed too fast—people would shut down, and I couldn’t recover. I went from serving pizzas to trying to serve cars, but I hadn’t yet learned the most important lesson in sales: slow down and build trust. The turning point for me came when I learned to focus on small, genuine conversations—like commenting on the weather—and really listening to people. That shift took me from 1.5 cars a month to 22 in less than 60 days (shoutout to Duane EN Marino for the training!). And the same mistakes I made in person, I see happening all the time online. People send direct messages or emails pitching their services before they’ve even built any rapport or found out if there’s a real need. Here’s the truth: People won’t care what you know until they know how much you care. Take the time to ask open-ended, sincere questions. Find out if there’s even a problem you can solve before pitching your services. If you rush the relationship, you’ll lose the sale—just like I did. For anyone in sales, I highly recommend Tom Hopkins’ How to Master the Art of Selling. It’s over 25 years old, but the lessons are timeless. And if you're in car sales, I strongly encourage you to reach out to Dwayne Marino and invest in his training. Honestly, I sucked at selling cars, but what I learned from him transformed my results—including selling three 25th anniversary edition Mazda MX-5s. His methods truly work. You can check out more about his programs at duanemarino.com. #SalesTips #BuildingRapport #SalesStrategy #BusinessGrowth #Carsales #DigitalMarketing

Meet Joe Girard: The man who turned car sales into an art. Joe didn’t just sell cars; he built trust, forming genuine, one-on-one connections with each client. His approach was simple yet powerful: be authentic, follow up relentlessly, and remember that people buy from people they trust. With this mindset, Joe sold 13,001 cars, breaking records and setting a standard in the sales world, one handshake at a time. 🚗 Swipe to discover the principles that turned Joe Girard into a sales legend.

Sometimes a simple reframe is what you need. If you think of selling like the bad reputation of pushy used car salesman, you'll often steer clear of selling. But what if instead you focused on the positive outcomes of the sale: solving someone's problem by serving them your solution, and doing it in a way that makes them feel good. In that way is it about serving? Doesn't that feel good? What does selling mean to you? Can you embrace that selling = serving? #faqbusinesstraining #salestraining #salestips

In sales, it is absolutely essential to understand that if you reach out to the customer and say, "I have the best quality product in the market, please give me a bit of time to demonstrate." their answer will be NO. Please understand that no one says that their product is of low quality even if it is, everyone says this but for example when you listen to an advert copy let's say, "Das Auto" a car enthusiast will know it is Volkswagen even if they don't see the advert. Real sales are behind the sentiment, a mission, a goal, a relationship that endured etc. I still remember someone buying the same car twice saying, "if this car was not there, I would not have been alive." The car company sold him on the "safety", when he got into the accident. Sales does not always work with "sell me this pen". Be creative with it, it helps. #sales #marketing

"This is the other road to the sale" Customer-centric sales isn't a myth. It's actually how we purchase items every day! In this episode, we talk about what happens when a customer encounters a sales consultant trained to put the customer at the center of the purchasing process and the power that comes from information discovery. This is part one of two, so make sure you subscribe to the channel to see how all the dots will connect.

The trick that the world's best car salesman taught me about building trust in marketing and sales: Joe Girard is considered one of the most successful car salespeople in history. From 1963 to 1977, Girard sold 13,001 cars at a Chevrolet dealership in Michigan, averaging more than two cars per day. In one interview, Girard was asked, "What makes you different from other car salesmen?" His response: "Most sellers optimize to sell at the highest price from the moment someone walks through the door. I have a different approach. Instead, I ask, 'What can I do that will guarantee that the next car this person buys will be from me?'" In other words, instead of optimizing for speed of sale, he would optimize for trust. To do this, you want to create trust markers in your business. Trust markers are signs and symbols that indicate that you are not there to make a quick buck but rather to serve the customer's needs.

When your customer wants to sell their car privately Develop that BIG DAWG MENTALITY #bigdawgmentality #salescoach #sales #carsalessuccess #automotivesales #CarSales #SalesTips #CarSalesExpert #salesskit Follow for more

A Tale as Old as Time: Selling More Requires More Customers! If you’re not reaching the additional customers you desire, what you’re spending now is failing you. The reason is simple: they don’t know who those customers are. The solution to achieving 5X results is straightforward: Start and end with 100% of your list being fully identified customers who are actively shopping for a new car right now. Why guess when you can be certain?