When it comes to car sales, one of the most critical moments is presenting the numbers and closing the deal. This is where the rubber meets the road, and it’s also where the salesperson's confidence and preparation can make or break the sale. In this latest installment of our Sales Training Series, Chris Cunningham from SalesLeader and IntelaTek dives deep into the process of presenting numbers and mastering the art of closing in the dealership setting.
Breaking Down the Payment Worksheet
Chris walks through what’s commonly known as the "pencil" or payment worksheet in dealerships. It starts with the vehicle’s price at the top, followed by dealer discounts and manufacturer rebates. The worksheet also presents a grid of payment options, with various terms and down payment scenarios, offering a range of monthly payments.
He emphasizes the importance of showing a dealer discount upfront, addressing one of the most common customer expectations. By presenting this discount from the start, you’re already tackling one potential objection before it even comes up.
The Importance of Confidence in Presentation
As Chris explains, it’s all about the approach. When presenting numbers, the key is to keep the customer engaged and direct their attention to the most important parts of the worksheet. From pointing out the market value and dealer discounts to explaining payment terms and down payment options, you’ll need to guide them with a sense of authority and ease.
Handling Objections and Closing the Deal
Not every customer is going to accept the first set of numbers you present, but how you handle their objections can make a world of difference. Chris suggests never asking questions that invite unreasonable answers, like “How much are you looking to pay per month, or How much were you expecting for your trade?” Instead, isolate the objection and ask questions like “What were you thinking?”
“If we could, ________, would you be ready to take the vehicle home today?” to get a commitment, and then "And if you had to..." to test their limits.
The Role of Confidence and Timing in Closing
As Chris notes, the salesperson’s confidence is often the deciding factor in whether a customer agrees to the deal or not. A well-prepared, confident approach can result in many customers agreeing to the first numbers you present. However, for those who need more persuasion, Chris provides scripts and strategies to handle objections and even "stalling" tactics like “I need to think about it.”
Conclusion: Be Prepared to Close
In the car sales world, preparation and confidence are your greatest assets. Whether you’re dealing with a customer’s concerns about pricing, payments, or trade-in values, knowing how to present the numbers and handle objections is crucial.
For more insights and techniques on closing deals, be sure to watch Chris’s video and stay tuned for more episodes in the Sales Training Series.
In the fast-evolving world of auto sales, more dealerships are adapting to digital sales techniques. A significant percentage of deals now come from appointments set through online leads. However, the importance of traditional walk-in traffic remains undeniable. Even as internet leads grow, dealerships still welcome a substantial number of walk-ons—customers who walk into the store without prior appointments. These customers represent significant sales opportunities, but managing them effectively requires a strategic system that ensures fairness, efficiency, and a seamless customer experience. That’s where the concept of up rotation comes into play.
Why Dealerships Need an Up Rotation System
The up rotation system is essentially an on-ramp to the dealership's road to the sale. Before the salesperson even begins the structured sales process, they first have to meet the customer. The up, a customer who walks into the dealership, is the very first step. Without a proper system to manage these opportunities, dealerships risk creating chaos, losing potential sales, and intimidating customers.
Imagine a dealership with multiple sales reps hanging around outside, eagerly waiting to pounce on the next customer who steps onto the lot. It’s easy to see how this can be intimidating for customers, causing many to turn away before even entering the store. When customers see five or six salespeople standing in front of the dealership, it's overwhelming and can drive them off, literally. This situation leads to missed opportunities, missed deals, and lost gross.
On the other hand, dealerships face another challenge, what if there’s no one to greet the customer? Just like in a restaurant where no host greets you, if no sales rep notices a walk-in, the customer might leave. It's frustrating for potential buyers and embarrassing for the dealership. I've seen this happen multiple times, customers walking into a manager's office asking if anyone is available to help them look at cars, or simply leaving the lot unassisted because no one realized they were there. That’s a big missed opportunity.
Having an up rotation system ensures that someone is always up and ready to greet customers, while the rest of the sales team stays productive with their follow-up tasks. Sales reps don’t need to waste valuable time standing outside waiting for customers. They can focus on their leads, make calls, and send emails, knowing that when it’s their turn in the rotation, they’ll be notified and ready to greet the next walk-in. This structure not only reduces lost opportunities but also increases productivity and gross profit.
How Other Dealerships Use Electronic Up Rotation Systems
Many dealerships recognize the value of managing walk-in traffic and have implemented electronic up systems. There are several electronic up systems available, and each one attempts to solve the issue of chaos and missed opportunities. These systems typically manage the order of salespeople in line, ensuring that the first rep in gets the first customer, the second rep gets the next one, and so on. They make sure that the up process is fair, so no one can jump the line or claim more customers than others.
But, here’s the problem with most of these systems—they function as standalone tools. They only manage the customer up process and don’t integrate with the dealership’s overall sales management strategy. Dealerships need systems that tie everything together to provide a holistic view of the entire sales process.
This is where SalesLeader sets itself apart from the competition.
SalesLeader: A Comprehensive Sales Management System
Unlike other electronic up systems, SalesLeader isn’t just a standalone tool for managing ups. It’s a fully integrated sales management platform that encompasses every aspect of the dealership’s sales process—from the moment the customer arrives to when they drive off in their new vehicle. The up rotation system is one small, yet critical, part of the overall SalesLeader system.
SalesLeader manages the road to the sale, a series of steps every salesperson follows to guide the customer from their initial contact to the final close. Before a salesperson even begins this structured sales process, the up rotation system ensures they meet the customer efficiently and seamlessly. It’s like an onramp to the highway of the sale; without it, the customer may never even make it onto the road.
Here’s how it works: When sales reps arrive in the morning, they check into the up rotation system. Whoever checks in first is up first. The rotation ensures fairness and order, notifying each salesperson on their phone or computer when it's their turn. Each up session lasts for one hour, or until the sales rep catches a customer. Once the sales rep has a customer, they return to the bottom of the rotation, ensuring everyone has equal opportunities.
The beauty of this system is that it ensures that someone is always looking out to greet customers and that everyone else is able to focus on follow up and other sales and marketing activities. When it’s their turn to be up, they’ll know.
But here’s the key: this up rotation system isn’t isolated. It’s fully integrated into the larger SalesLeader platform. SalesLeader not only manages the ups, but also tracks everything that happens afterward. Once a sales rep meets a customer, the road to the sale begins, and SalesLeader helps manage every step along the way, from the initial greeting to the test drive, the close, and beyond.
Up Rotation as Part of the SalesLeader System: An Onramp to Success
The up rotation system is just one piece of the puzzle, but it’s a vital piece. Without it, dealerships risk losing walk-in customers before they even begin the sales process. However, when this system is tied into a comprehensive sales management platform like SalesLeader, it becomes a powerful tool for maximizing productivity and increasing sales.
With SalesLeader, dealerships have full visibility into their sales process, and the up rotation system is just the start. The platform includes tools for managing appointments, follow-ups, and sales performance. It tracks how many customers each sales rep meets, how many ups they convert into sales, and even breaks down performance by visit type. This data helps managers see exactly who’s performing well and who may need additional support or training.
In short, the up rotation system is an essential part of managing walk-in traffic, but it’s only one aspect of the larger sales process. When integrated with SalesLeader, it gives dealerships a seamless and efficient way to manage every customer interaction from the moment they step onto the lot.
Conclusion: The Need for a Fully Integrated Sales Management System
The days of multiple salespeople waiting outside, jockeying for position when a customer walks onto the lot, are over. With an up rotation system, dealerships can ensure that every walk-in is greeted promptly, without overwhelming or intimidating potential buyers. This system provides a fair and organized approach to handling walk-in traffic, reducing missed opportunities, and increasing sales.
However, the up rotation system is just one tool among many that dealerships need to succeed in today’s marketplace. A comprehensive sales management platform like SalesLeader ties everything together, from the up rotation to the road to the sale. SalesLeader ensures that every customer interaction is tracked, measured, and optimized for success.
For dealerships looking to stay competitive, improve efficiency, and maximize sales opportunities, the choice is clear: SalesLeader is the only platform that integrates every aspect of the sales process, starting with the up rotation system. This onramp to the road to the sale is just the beginning of a successful sales journey, and SalesLeader is here to guide you every step of the way.
Introduction: Dealerships are constantly seeking innovative solutions to improve their performance, streamline operations, and ultimately increase profits. Enter SalesLeader by IntelaTek, a revolutionary sales enablement software designed to address the unique challenges faced by dealerships. In this blog, we’ll explore how SalesLeader works, its powerful features, and the unparalleled results it guarantees.
What is SalesLeader? SalesLeader by IntelaTek is more than just another piece of dealership software—it's a comprehensive sales enablement tool that guarantees an increase in conversion rates and gross profits within just one month. If your dealership doesn’t see measurable improvements, SalesLeader offers a money-back guarantee, underscoring the confidence we have in our system.
How SalesLeader Enhances Dealership Operations: Dealerships know the road to the sale and best practices for their sales department, yet there are always obstacles that prevent these practices from being consistently followed. SalesLeader eliminates these obstacles by providing real-time visibility into every deal on the showroom floor.
Key Features:
SalesLeader’s live deal dashboard provides an at-a-glance view of every active deal, with color-coded icons that update in real-time. This ensures that managers are always aware of what’s happening on the sales floor without having to constantly check in with sales reps.
When a new deal is started, floor managers receive instant notifications, allowing them to greet customers promptly and provide the white-glove service that today’s buyers expect.
SalesLeader integrates the needs analysis into the system, ensuring that this crucial step is completed every time. This feature helps tailor the sales process to each customer's unique situation, leading to higher satisfaction and better sales outcomes.
The system streamlines the trade appraisal process by notifying the appropriate managers as soon as a trade walk-around is completed, reducing delays and keeping the sales process moving smoothly.
Finance managers are kept in the loop from the moment a deal is initiated, allowing them to step in at the right time to maximize back-end gross. This ensures that customers are seamlessly transitioned into finance, improving both the customer experience and dealership profitability.
Why SalesLeader is a Game-Changer: SalesLeader is designed with the dealership's unique needs in mind. It simplifies complex processes, ensures best practices are followed, and most importantly, it helps close more deals with higher gross profits. With features like the Up Rotation System to manage sales rep availability and a robust Lender Tool that streamlines finance submissions, SalesLeader addresses pain points that traditional CRMs and dealership management systems (DMS) often overlook.
Our Guarantee: SalesLeader is so confident in its ability to deliver results that we offer a full money-back guarantee if your dealership doesn’t see an increase in conversion rates and gross profits after just one month of using our software. We’ll handle the implementation, provide weekly training for your entire sales staff, and conduct regular review calls to ensure your dealership is on track to achieve its goals.
Conclusion: In an industry where every deal counts, SalesLeader provides the tools and processes necessary to ensure your dealership not only meets but exceeds its sales and profit goals. With a commitment to increasing your conversion rates and gross profits, SalesLeader by IntelaTek is the ultimate solution for dealerships looking to elevate their performance.
Working the desk as a Finance Director, I was responsible for not only managing deals but also training finance managers and salespeople. While I was confident in my ability to train and manage, I soon found that keeping track of all the deals happening simultaneously on the sales floor was a significant challenge.
I would often find myself in situations where I knew the details of the deals I was directly handling, but I had no visibility into the other deals being managed by my colleagues. This lack of transparency made it difficult to respond quickly when the General Manager asked for updates or when I needed to step in to assist with a deal. These were challenges that needed to be solved, not just for me but for every manager and especially every General manager. That’s how SalesLeader was born.
While CRMs are great for managing customer relationships before they walk into the dealership and after they leave, they often fall short when it comes to managing the in-store sales process. I’ve worked with several CRMs that, while powerful, were incredibly complex and not user-friendly. They were designed by programmers with little consideration for the day-to-day realities of car sales. Salespeople and managers often used only a fraction of the available features, missing out on valuable tools that could have made their jobs easier.
This is where SalesLeader comes in. Unlike a traditional CRM, SalesLeader is designed to focus on the customers who are physically present in the dealership. It ensures that everyone on the sales team follows the Road to the Sale, a critical component of any successful car dealership.
SalesLeader is not just another CRM. It’s a sales enablement tool specifically built for auto dealerships, designed to simplify the sales process and ensure that everyone involved knows exactly what’s happening at all times.
With SalesLeader, you’re not just adopting another piece of software—you’re embracing a tool that will transform your dealership’s operations. By streamlining the sales process, increasing managerial oversight, and ensuring that every step is executed flawlessly, SalesLeader will help you achieve better results in less time.
The ultimate goal of SalesLeader is simple: to increase your sales volume, maximize your gross profit, and improve the customer experience. In turn, this will lead to happier customers, higher CSI scores, and a more successful dealership overall.
Creating SalesLeader was a journey driven by necessity and fueled by a desire to solve the problems I encountered in my own career. I wanted a tool that would make it easier for sales managers to manage and for salespeople to sell. Today, SalesLeader stands as the embodiment of that vision, and I’m excited to see the difference it can make in your dealership.
If you’re a General Manager or Dealer Principal looking to enhance your dealership’s performance, I invite you to explore how SalesLeader can help. Visit dealersalesleader.com to learn more about how we can work together to drive your dealership’s success.
As a General Manager, you’re not just concerned with how many deals are being worked on at any given moment. What you truly need is a clear, detailed picture of each deal’s status. Knowing the numbers is one thing, but understanding what’s happening with each customer in real-time is what separates a good dealership from a great one.
Welcome to the future of dealership management with SalesLeader by IntelaTek, game-changing software that provides you with live, actionable insights into every deal on your showroom floor.
With a single glance at your SalesLeader dashboard, you can see everything that’s happening on your sales floor. Not just the number of deals in progress, but the precise status of each one:
With SalesLeader, you can answer these questions instantly. The live, easy-to-follow graphical interface ensures you’re never in the dark about the status of any deal. This visibility allows you to intervene, assist, or adjust strategies in real time, ensuring every customer gets the attention they need and every deal moves forward smoothly.
But it doesn’t stop at live updates. SalesLeader allows you to dive into the details you never thought possible:
This depth of insight means you’re not just tracking progress—you’re identifying opportunities for improvement. You can immediately pinpoint where closing rates can be improved and make the necessary adjustments to ensure continuous growth.
The advantages of integrating SalesLeader into your dealership are profound:
In today’s competitive automotive market, having the right tools can make all the difference. SalesLeader by IntelaTek provides General Managers with the real-time insights and detailed analytics needed to elevate dealership performance. From increasing sales to improving gross and CSI scores, SalesLeader is the key to unlocking your dealership's true potential.
Ready to see how SalesLeader can transform your dealership? Watch the video above and contact us for more information. Let’s take your dealership to the next level together!
The Meet and Greet is one of the most crucial steps in the sales process. It’s where the journey begins, setting the tone for the entire customer experience. With the right approach, this initial interaction can significantly increase your chances of success on the road to the sale.
Welcome to another SalesLeader training session! I'm Chris Cunningham, and over the past 20 years, I've helped tens of thousands of salespeople achieve their goals. If you’re looking to improve your car sales skills and close more deals, you’ve come to the right place.
In car sales training, the Meet and Greet is the foundation. It's your first opportunity to make a lasting impression, establish rapport, and guide the customer through a positive buying experience. But here's the thing, it’s not just about saying hello. It’s about creating an environment where the customer feels welcomed, valued, and ready to explore their options.
When a customer walks onto the lot, you can’t afford to wait for them to approach you. You need to take the initiative. So, how do you master the Meet and Greet? Let’s start with a common scenario we’ve all experienced. Think about the last time you walked into a store, whether it was a furniture store or an electronics store like Best Buy. A sales rep probably came up to you and asked, "Can I help you?" And almost by reflex, you responded, "I'm just looking."
Sound familiar? And then, just a few minutes later, you were probably looking for help and couldn’t find anyone.
This is why you should never start the conversation with "Can I help you?" because you already know what they’re going to say: "I'm just looking." That response doesn't get you anywhere in the sales process.
Instead, greet customers with a confident and friendly introduction like, "Welcome to ABC Dealership!" This sets a positive tone from the outset.
After the initial greeting, it’s important to determine whether the customer is here to see someone or if it’s their first time at the dealership. You can ask, "Are you here to see anyone, or is this your first time here?" This question is open-ended enough to keep the conversation flowing and gives you an opportunity to learn more about the customer’s needs.
Next, break the ice with a comment like, "You picked a nice day to be looking for a car," regardless of the weather. This small talk helps make the customer feel more comfortable and begins to build rapport.
Introductions are key. With a big smile, say, "I’m Chris... and you are?" Make sure to get the names of everyone in the group, even the kids, and shake hands. This simple gesture makes everyone feel acknowledged and important.
To guide the conversation toward the next step, ask, "Were you looking for information on a specific vehicle, or are you looking for a car, a truck, or an SUV?" This not only shows that you’re attentive, but it also helps you direct the customer to the right part of the dealership.
If they don’t have an appointment, they’re likely to say, "Yes, we’re looking for information on [vehicle]." Your next objective is to get them inside the building and sitting down at your desk.
At this point, say, "Great, follow me inside, and I’ll get you all of the information and details on that vehicle, and we’ll grab the keys." Then, simply turn and walk towards the door. Trust me, they’ll follow. It’s amazing how natural this feels to the customer and how it smoothly moves the process forward.
At SalesLeader, we emphasize the importance of mastering each step on the road to the sale, and the Meet and Greet is where it all starts. Whether you’re new to car sales or a seasoned pro, these techniques are vital in helping you sell more cars and build long-lasting customer relationships.
But don’t forget—car sales is all about continuous improvement. If you want to stay ahead of the competition, you need to constantly refine your approach. That’s where SalesLeader comes in.
Every great sale starts with a strong first impression, and mastering the Meet and Greet is your first step toward closing more deals and building lasting relationships with your customers. If you’re a General Manager or Dealer Principal, contact us to learn more about how the SalesLeader platform offers comprehensive sales enablement tools and ongoing training designed to increase closing rates, sales volume, gross, and CSI.
Remember, the road to the sale begins with you. Make that first impression count!
Are you searching for a career that offers unlimited earning potential, job security, and the thrill of closing deals every day? If so, you're in the right place. My name is Chris Cunningham, CEO of IntelaTek, Founder of SalesLeader by IntelaTek, and a seasoned sales trainer with decades of experience in the sales and automotive industries. Over the years, I’ve witnessed firsthand how countless individuals have transformed their lives by choosing a career in car sales, especially when equipped with the right car sales training.
In the world of car sales, the potential to earn a six-figure income isn’t just a dream—it’s a reality for those who are willing to put in the work. A good salesperson can earn an average of over $500 per car sold. Now, imagine selling more than 20 cars a month. That’s $10,000 in earnings each month, which adds up to over $100,000 in your first year! But the financial rewards don’t stop there.
As you gain experience, build your skills, and develop a strong customer base, your income will grow exponentially. One of the most exciting aspects of this career is the power of repeat business and referrals. Customers who have had a positive experience with you will return for their next vehicle and refer friends and family to you. Over time, this network of loyal customers compounds, driving your sales numbers higher and higher.
By your third year in car sales, it’s entirely possible to see your earnings reach $250,000 per year. This is the kind of financial freedom that allows you to not only provide for yourself and your family but also achieve the lifestyle you’ve always dreamed of.
You might be wondering, “What experience do I need to get started?” The answer might surprise you: you don’t need any experience, you just need ability. Let me repeat that—you don’t need experience, you just need ability.
What’s the difference? Experience is something you gain over time by doing, but ability is the potential or capacity to do well. In my experience as a sales trainer, I’ve seen people with no prior experience in car sales become rockstars simply because they had the ability and the desire to succeed. With the right car sales training, someone with ability can be transformed into a top performer.
Desire, combined with ability, when guided by effective car sales training, is a guaranteed recipe for success. Whether you’re a recent graduate, someone looking to change careers, or simply someone who believes they have what it takes, car sales offers an equal opportunity to succeed, regardless of your background.
But let’s be real—this career isn’t for everyone. Some people will never make this kind of money because they’re just punching the clock. You know the type—they’re counting the minutes until it’s time to go home. If that sounds like you, then this article (and the video) isn’t for you.
However, if you’re a self-starter, a high achiever, someone who believes that with the right guidance and car sales training, you can achieve greatness—then you’re exactly who this opportunity is for.
Now, let’s talk about how hard it is to land a job as a car sales rep. The truth is, it’s easier than you might think. Just about every auto dealership is always looking for great people. However, they’re often busy, and while they may have job ads running, the reality is that not all applications are reviewed as thoroughly as they should be.
If you’re submitting applications online, hoping to get a call, good luck. If you want to land that job today, you need to take a proactive approach. Here’s what you do: visit a dealership’s website, find the name of the General Manager, put on your best clothes, and walk in the door.
When you arrive, confidently say, “I’m here to see [General Manager’s Name] for my sales position interview.” That’s it. Even if the General Manager isn’t available, you’ll likely be directed to a sales manager who can interview you on the spot. This kind of initiative sets you apart from other candidates and shows that you’re serious about starting your career in car sales.
One of the greatest advantages of a career in car sales is the job security and endless opportunities it offers. The automotive industry is one of the most stable and secure career paths available today. People are always buying cars, and auto dealerships are everywhere, creating a constant demand for skilled salespeople.
Unlike many other careers, car sales offer incredible job security, especially for those who excel. And the opportunities don’t stop at just selling cars. As you grow in your career, there are numerous paths you can take within the dealership, from moving into management to specializing in finance or customer service.
Another benefit is the mobility of this career. You can move to virtually any place in the world where they speak the same language, and you’ll have no problem finding a short commute to an auto dealership that will hire a great salesperson instantly.
As you embark on your car sales career, having the right tools and support is crucial to maximizing your success. That’s where SalesLeader by IntelaTek, Inc. comes in. While SalesLeader is a powerful tool designed to help dealerships increase sales volume, boost gross profits, and streamline the sales process, it's important to note that this system is offered to dealerships—not individuals.
SalesLeader is a cutting-edge sales enablement software that dealerships can implement to support their entire sales team. It combines powerful technology with comprehensive car sales training to ensure that every member of the team has the tools and knowledge they need to succeed.
For General Managers and Dealer Principals, SalesLeader provides a way to guarantee an increase in sales volume, gross, and Customer Satisfaction Index (CSI) scores, ensuring that the dealership remains competitive and profitable.
The automotive sales industry is full of opportunities for those willing to put in the work. There’s no better time to start your career in car sales than right now. If you’re ready to unlock your potential and embark on a life-changing career, the time to start is now.
To learn more about how SalesLeader can help your dealership succeed, visit dealersalesleader.com and explore our industry insights. While SalesLeader is sold to dealerships, the tips, insights, and training we offer on our public-facing platform are designed to help you, as an individual, grow and thrive in your car sales career.
Don’t forget to subscribe to our YouTube channel for more tips, insights, and training that can change your life. I’m here to guide you to success and help you achieve the financial freedom and job satisfaction you’ve been searching for.