Ian C. Mathews’ Post

The car dealership, a sleazy salesman, and how NOT to sell... Biggest takeaways: 1.) Be transparent. 2.) Listen more then pitch. 3.) The goal is to help potential buyers feel understood. What have you learned from past sales experiences? (positive or negative)

✨ Control your destiny in car detailing 🚗✨ Taking responsibility means owning your sales process from start to finish. Don't blame the leads—OWN IT and make every sale count! 💪🎯 #CarDetailing #SalesTips #OwnYourProcess #TakeControl #Motivation #SuccessMindset #DetailingLife #SalesStrategy #EmpowerYourself

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.

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

🚗 "Want Long-Term Success in the Auto Industry? Here's the Secret!" After 22 years of experience, one lesson stands out — emotional connection matters more than data! Customers value genuine care over formal presentations. Build that emotional bond, and they’ll remember you long after leaving the showroom. It’s not just about selling a car, it’s about creating lasting relationships. Implement this, and watch your referrals and retention skyrocket! 💼🔧 #AutoSales #CustomerConnection #EmotionalSelling #AutoIndustryTips #SalesSuccess #CustomerRetention #DealershipGrowth #EmpathyInSales

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

I’ve always wanted an M2 competition. For years, I’ve wanted an M2, in my opinion it’s the best car there is, I love everything about it. A few months ago I finally decided I was going to get one, so I found the perfect one; here’s why I didn’t buy it. When I walked in to the dealership that day, it’s the first time I’d actually driven one. That’s all I needed, 10 mins inside it. What happened instead? 45 mins of paperwork, a 15 minute presentation, and a guy that was desperate for a sale. I didn’t need to be sold to, I was ready to buy. But he tried anyway. 👉 “This is the best car in its class.”
👉 “It’s got amazing handling.”
👉 “You won’t find anything better.” Mate, I already know that. That’s why I’m here. What he should have asked me: 
✅ “How long have you wanted this car?”
✅ “What does it mean for you to finally own it?”
✅ “How will it feel pulling out of here in your dream car?” Instead of making me feel the decision, he pushed logic. And logic doesn’t close deals—emotion does. 💡 Sales lesson: If someone is already sold, don’t talk them out of it. Guide them to their own decision. Let them sell themselves. 🔥 Ever had a salesperson ruin a deal? Drop your experience below! 👇 #Sales #Psychology #ClosingDeals

Next up on our list of 7 Sales Call Strategies to boost your bottom line: 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐮𝐧𝐢𝐪𝐮𝐞 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 𝐩𝐨𝐢𝐧𝐭𝐬. Remember, it's not always about the car. After you 𝐚𝐬𝐤 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬, take what you've learned about your prospect and highlight your dealership's unique selling points that will appeal to that buyer. Read more about how to highlight the unique selling points of your dealership in a way that will appeal to your prospect.  https://lnkd.in/gkpekvV5 #trainyoursalesteam #salestraining #automotivesales #automotivesalestraining #usedcarsales #dealereducation #calltraining

THE MERCEDES LESSON To save any arguments my wife and I would take turns to choose the new main vehicle. It being her turn, she had seen the car – a Mercedes C180 two-door Kompressor – and loved it. The salesperson brought the vehicle to our home for a test drive. From the beginning he tried to sell/push us the car. He even mentioned that if we did not want it he had another appointment with a potential buyer close by. I wanted to challenge him on this as I saw that he was lying but my wife interrupted (don’t wives do that?) as she wished to drive the car. During the drive the salesman told us all about the features of the vehicle. No questions asked other than “Do you like it?” We returned home, signed and paid a deposit. The salesman thought he had sold us the car whereas before the drive my wife was 80% willing to buy. Anyone could have delivered the vehicle and got the sale. NOW HERE’S THE INTERESTING BIT On appointment, a week later we visited the dealership to complete the documentation and take delivery of the car. As we entered I saw the salesperson chatting to someone. We were being engaged by a customer service person with whom we completed the transaction and drove away in the brand-new vehicle. We were contacted to bring in the vehicle for its first service, which we did. It rankled me the way the salesperson had treated us and never followed up so I switched Mercedes dealerships for the following services. Because of that salesperson’s behaviour that dealership had lost future service income and vehicle sales. This happened in 2009 and I still remember it. We don’t easily forget the shoddy and indifferent ways we have been treated. On a scale of 1 (poor) to 9 (excellent) how would you rate the salesperson’s attitude and behaviour? Regards Gerald Richards 3x5x7 – Building Better Business Gerald Richards is an International Keynote Speaker, Trainer and Coach. I make your sales easier, less stressful, authentic and more profitable through Social Skills Selling. Reach out and let’s ‘bounce around’ some ideas DM or gerald@3x5x7.com or +61 418 101 202 #sales #customerservice #salesperson #mercedes

THE MERCEDES LESSON To save any arguments my wife and I would take turns to choose the new main vehicle. It being her turn, she had seen the car – a Mercedes C180 two-door Kompressor – and loved it. The salesperson brought the vehicle to our home for a test drive. From the beginning he tried to sell/push us the car. He even mentioned that if we did not want it he had another appointment with a potential buyer close by. I wanted to challenge him on this as I saw that he was lying but my wife interrupted (don’t wives do that?) as she wished to drive the car. During the drive the salesman told us all about the features of the vehicle. No questions asked other than “Do you like it?” We returned home, signed and paid a deposit. The salesman thought he had sold us the car whereas before the drive my wife was 80% willing to buy. Anyone could have delivered the vehicle and got the sale. NOW HERE’S THE INTERESTING BIT On appointment, a week later we visited the dealership to complete the documentation and take delivery of the car. As we entered I saw the salesperson chatting to someone. We were being engaged by a customer service person with whom we completed the transaction and drove away in the brand-new vehicle. We were contacted to bring in the vehicle for its first service, which we did. It rankled me the way the salesperson had treated us and never followed up so I switched Mercedes dealerships for the following services. Because of that salesperson’s behaviour that dealership had lost future service income and vehicle sales. This happened in 2009 and I still remember it. We don’t easily forget the shoddy and indifferent ways we have been treated. On a scale of 1 (poor) to 9 (excellent) how would you rate the salesperson’s attitude and behaviour? Regards Gerald Richards 3x5x7 – Building Better Business Gerald Richards is an International Keynote Speaker, Trainer and Coach. I make your sales easier, less stressful, authentic and more profitable through Social Skills Selling. Reach out and let’s ‘bounce around’ some ideas DM or gerald@3x5x7.com or +61 418 101 202 #sales #customerservice #salesperson #mercedes