The Car Salesman's Thread

[nsmith1180]

AOK said:

Butter Face said:

Any business managers on here?

I'm obviously a salesman at the moment, but in between working as a salesman, I ran 3 Mobile phone retail stores to great effect. I sometimes feel that I should step back up to the management role, but TBH there will NEVER be such a role in the company I work for (small company)

I have seen that a local dealership (part of a much larger group) has a Business Manager position available, but as we are a smaller team, we don't have a 'business manager' just a 'sales manager'

So is anyone able to give me the differences? Day to day role etc? I am seriously tempted to apply as I feel both my sales skills and management skills could transfer quite easily.

Many thanks.

BM's are miss-branded in my opinion. The position should be called 'Finance Advisor' or 'Finance Exec'

- quotes, quotes and quotes... many of which you know are absolutely pointless and won't lead to anything (computer)
- getting settlement figures (computer/telephone)
- arranging contra settlements, payouts etc (computer/telephone)
- proposing finance agreements and then following up if they get referred (computer)
- signing off deal files and sometimes invoicing (computer/paperwork)
- signing up customers (occasionally get to meet a customer but usually scanning over stuff to customers and being frustrated at their lack of ability to use a scanner back)

It's a damn annoying, almost admin style job and sounds much better than it actually is.

If salesmen get £30k, a BM gets £40k and a SM gets £55k.... just wait out till you get an opportunity into Sales management! Sales is much more fun than finance

When I worked for Pendragon, you could add to that list:

You wont be considered for SM > DP career track if you havn't done your time as a BM.

BMs stand in for the sales managers on weekends and if the boss is in a stupidly long meeting about Trevor Finn's latest brainfart.

[LHD]

nsmith1180 said:

AOK said:

Butter Face said:

Any business managers on here?

I'm obviously a salesman at the moment, but in between working as a salesman, I ran 3 Mobile phone retail stores to great effect. I sometimes feel that I should step back up to the management role, but TBH there will NEVER be such a role in the company I work for (small company)

I have seen that a local dealership (part of a much larger group) has a Business Manager position available, but as we are a smaller team, we don't have a 'business manager' just a 'sales manager'

So is anyone able to give me the differences? Day to day role etc? I am seriously tempted to apply as I feel both my sales skills and management skills could transfer quite easily.

Many thanks.

BM's are miss-branded in my opinion. The position should be called 'Finance Advisor' or 'Finance Exec'

- quotes, quotes and quotes... many of which you know are absolutely pointless and won't lead to anything (computer)
- getting settlement figures (computer/telephone)
- arranging contra settlements, payouts etc (computer/telephone)
- proposing finance agreements and then following up if they get referred (computer)
- signing off deal files and sometimes invoicing (computer/paperwork)
- signing up customers (occasionally get to meet a customer but usually scanning over stuff to customers and being frustrated at their lack of ability to use a scanner back)

It's a damn annoying, almost admin style job and sounds much better than it actually is.

If salesmen get £30k, a BM gets £40k and a SM gets £55k.... just wait out till you get an opportunity into Sales management! Sales is much more fun than finance

When I worked for Pendragon, you could add to that list:

You wont be considered for SM > DP career track if you havn't done your time as a BM.

BMs stand in for the sales managers on weekends and if the boss is in a stupidly long meeting about Trevor Finn's latest brainfart.

This is why i don't work for Pendragon any more.

[DSLiverpool]

Emailed a local indie, quite a large one asking about best price on a (IMHO) overpriced Cayenne turbo 2006, I was polite and asked for the best price for no px and if it helped I would look at max £10k 1 year finance thinking this helped the sakes guy.

I didnt say anything about price (it's £24k when most are £20k) or anything than ask for the best deal on offer

Nothing, no call, email or anything - not even a sod off we we don't deal on big petrol 4x4's a re 6 years old

I'm a bit miffed

[AOK]

nsmith1180 said:

When I worked for Pendragon, you could add to that list:

You wont be considered for SM > DP career track if you havn't done your time as a BM.

BMs stand in for the sales managers on weekends and if the boss is in a stupidly long meeting about Trevor Finn's latest brainfart.

looking back at promotions in franchises I've been in this is vaguely true. In fact all 4 sales managers I've ever had came from sales, up into some kind of 'senior sale exec' position and then 'assistant sales manager' and then 'sales manager'.
although I don't disagree with you. I think BM experience definitely helps move up, I'm just saying its not a necessity at places I've been

[Alfahorn]

DSLiverpool said:

Emailed a local indie, quite a large one asking about best price on a (IMHO) overpriced Cayenne turbo 2006, I was polite and asked for the best price for no px and if it helped I would look at max £10k 1 year finance thinking this helped the sakes guy.

I didnt say anything about price (it's £24k when most are £20k) or anything than ask for the best deal on offer

Nothing, no call, email or anything - not even a sod off we we don't deal on big petrol 4x4's a re 6 years old

I'm a bit miffed

Dealerships don't like people haggling on price when you haven't even viewed the car. If you can't be bothered to view it, why should they bother to negotiate with you? They haven't even got any commitment from you.

[Fox-]

Alfahorn said:

Dealerships don't like people haggling on price when you haven't even viewed the car. If you can't be bothered to view it, why should they bother to negotiate with you? They haven't even got any commitment from you.

I agree that dealerships take this line but I'm not sure why.

We live in the internet age. What is the point in wasting the salesmans time and your money by going to view it, liking it and then finding your are miles away on price?

Far better to make sure you are both in the same ballpark price wise and THEN go and see it.

After all, the salesman has wasted nothing but 5 minutes typing an email if he talks price at this stage. He could waste an entire afternoon if he waits for the punter to visit.

The last two cars I've bought - one private and one dealer - I bought having negotiated and agreed the price I'd pay with the sellers before I even left my house. On both occasions the cars were 200 miles away. There wsa no way I was going to waste my time and money - and the time of the seller - going on a road-trip only to find I couldn't afford the car anyway.

On this particular occasion the guy was local so I'm not sure why he didnt pop round but the seller won't have known this so the point still stands.

[DSLiverpool]

Alfahorn said:

Dealerships don't like people haggling on price when you haven't even viewed the car. If you can't be bothered to view it, why should they bother to negotiate with you? They haven't even got any commitment from you.

Ok I accept that but it's on the lot in the open and floodlit, surely a " come down we can sort something out for no px" takes 20 seconds to do. I have to work far harder than that to sell a phone

[robsco]

nsmith1180 said:

When I worked for Pendragon, you could add to that list:

You wont be considered for SM > DP career track if you havn't done your time as a BM.

BMs stand in for the sales managers on weekends and if the boss is in a stupidly long meeting about Trevor Finn's latest brainfart.

So true...

[Butter Face]

Cheers for the input guys. I have fired off a quick email to the sales director (old family friend) to see if he thinks I would be suitable for the role.

[nsmith1180]

Fox- said:

Alfahorn said:

Dealerships don't like people haggling on price when you haven't even viewed the car. If you can't be bothered to view it, why should they bother to negotiate with you? They haven't even got any commitment from you.

I agree that dealerships take this line but I'm not sure why.

We live in the internet age. People find cars miles and miles away. What is the point in wasting the salesmans time and your money by going to view it, liking it and then finding your are miles away on price?

Far better to make sure you are both in the same ballpark price wise and THEN go and see it.

After all, the salesman has wasted nothing but 5 minutes typing an email if he talks price at this stage. He could waste an entire afternoon if he waits for the punter to visit.

The last two cars I've bought - one private and one dealer - I bought having negotiated and agreed the price I'd pay with the sellers before I even left my house. On both occasions the cars were 200 miles away. There wsa no way I was going to waste my time and money - and the time of the seller - going on a road-trip only to find I couldn't afford the car anyway.

The problem is two words. BEST PRICE.

You, I, even the salesmen know that what you are looking for is a resonable price for the car, inline with the market and the feeling that you have got a good deal. The issue is that you get a million and one monkeys in with WhatCar? under their arms demanding the best price for this and the best price for that. They think they are well informed but there is a big difference.

WhatCar? sell magazines.

Salesmen sell cars.

I assume that you are not a WhatMonkey? so I'll make a recommendation, as a carbuyer who used to sell em. If it is too far to make the first contact in person, do it by phone. Sitting here and typing I could be Bill Gates or laughing by the school gates.

When the salesman asks for a phone number, if you dont want to give yours, or preffer to deal by email, let em know that you are frequently unable to take calls but your smartphone/bb/iPhone always checks your email for you.

Be sure to confirm the salemans name again. This is all building your credibility as a buyer, I am sure that a dealer on a 20k posh wagon will get lots of best price weenies and ten yearolds on daddys laptop. If you open up the relationship in a serious way, the salesman will qualify you as a serious lead which requires proper handling, not a bored bloke on the web looking at fast motors. Also, confirming the salesmans name and contact details will give the bloke hope that you will go back to him, rather than using his time with emails and phone calls, then going to buy from the new boy who isn't busy on a Saturday when you arrive.

Don't be afraid to bring up the issue of price. Sometimes there is a reason for the higher price, sometimes it is a genuine mistake. It could even be a typo on the web that the boss didnt see. It has happened before, it will happen again.

Treat the sales staff as humans and you will get a more enjoyable, and possibly financially benificial experience. The salesman isn't a machine and no matter how much they try, they can't not get demorilised when all they hear is Best Price and Deal for Cash every time a lead crosses their desk.

Oh, just thought I'd add. Im not an ex-Salesman because of all the "WhatMonkeys?" Im an ex-Salesman because my last boss was a dick. He saw every customer as walking pound sign. I wanted to deal with people!

[anonymous-user]

Fox- said:

Isn't the 'Business Manager' role at a dealership the chap who does the finance applications and FSA regulated products rather than the role you would traditionally view as a business manager?

Desk monkey I think.

I'd rather be selling!

[AOK]

Regarding the whole "what's your best price" issue... ahhhh, what a passive phrase. Any good salesman will turn it round on you quicker than you'd even realise.

"What's your best price?"
"I'm at the best price"
"But there's other ones for £1k less"
"Yes but mine has navigation"
"But the cheaper ones have lower mileage"
"Well then go buy the cheaper one"
"Yes, but I want navigation"
"Then you'll have to pay my best price"
"What's your best price then?"
"The price on the window"
"But surely you can knock £1000 off"
"No"
"How about £500 off"
"If I knocked £250 off would you buy it"
"Knock £300 off and a full tank of fuel and we have a deal"
"But if I knocked £300 off and tanked it up would you give me a deposit right here right now"

And then its either: "Yes", shake, deal or.... and this is all too common these days "Well I'd need to think about it but probably will call you back once I've asked my brother's dog's cousins pet squirrel how much my insurance will be"

[nsmith1180]

AOK said:

my brother's dog's cousins pet squirrel how much my insurance will be"

Wow, that is one clever Dog. Pets keeping pets, Ive seen it all.

And yes, a reasonable salesman will have an immediate answer to the best price question. Usually for use right after they introduce themselves.

[Zwolf]

St John Smythe said:

Fox- said:

Isn't the 'Business Manager' role at a dealership the chap who does the finance applications and FSA regulated products rather than the role you would traditionally view as a business manager?

Desk monkey I think.

I'd rather be selling!

Business Manager tends to be the person that stacks deals and runs the day to day selling, 95% of the time. The Sales Manager oversees what he does and is more involved with reporting to the manufacturer and General Manager/Dealer Principal/Brand Manager/Director as appropriate, having very little contact with customers at all, whereas the BM still does.

The BM still sells plenty, it's just that you're selling finance and insurance rather than cars, as well as closing deals that your salespeople can't, because it requires discretion beyond their levels of authority, but within yours (i.e. sanctioning losses on ageing stock, demonstrators etc.) as well as valuing all trade-ins and balancing the trade disposal account etc.

So there's quite a bit more to the role these days than simply finance admin (that is still a key part of the role though), it's also ensuring that your sales team are all operating within FSA guidelines as appropriate to their role, keeping their compliance up to date and arranging training/refresher courses.

Essentially you're both the sales teams arse-wiper and the Sales Manager's bh.

But as others have mentioned, it's often a key stage which must be passed through to progress further up the line - without necessarily passing through Sales Manager on the way to Brand/General Manager/DP and beyond.

[nsmith1180]

Zwolf said:

The BM still sells plenty, it's just that you're selling finance and insurance rather than cars.

Not to mention that if the salemen are doing their jobs right, you should have fairly easy sells on a fair bit. GAP is easy to pre-sell, especially when you are talking about the part ex. Same with Super/Pure/DimondGuard/Brite/Shine. The salesman sets the idea in the head, then the BM closes it off.

You may also find you enjoy dealing with the customers more. The salesman is the one who sold the car to them, you are the nice man who helped them to buy it!

[Zwolf]

AOK said:

Regarding the whole "what's your best price" issue... ahhhh, what a passive phrase. Any good salesman will turn it round on you quicker than you'd even realise.

"MY best price is the one in the screen, plus road tax. I suspect YOUR best price is somewhat lower than mine, but OUR best price is somewhere in the middle of the two, so let's take a drive of ours and let me take a look at yours and let's see where we get to once we know it's the right car for you..."

[nsmith1180]

Zwolf said:

AOK said:

Regarding the whole "what's your best price" issue... ahhhh, what a passive phrase. Any good salesman will turn it round on you quicker than you'd even realise.

"MY best price is the one in the screen, plus road tax. I suspect YOUR best price is somewhat lower than mine, but OUR best price is somewhere in the middle of the two, so let's take a drive of ours and let me take a look at yours and let's see where we get to once we know it's the right car for you..."

Nice. I like that one.

[DSLiverpool]

Thing is I gave my mobile but to take my view it's £3k more than anything else on trader for no obvious reason apart from lowish miles of 36k

I didn't pop in because I don't like being talked to like a dick and I operate a respect stance whenever buying a car as I too am a salesman and always have been.

I would expect the chap to tell me how lucky I am to find a turbo of this year / spec / combo which just pisses me off as I will have done some homework on what's about.

[DSLiverpool]

Zwolf said:

"MY best price is the one in the screen, plus road tax. I suspect YOUR best price is somewhat lower than mine, but OUR best price is somewhere in the middle of the two, so let's take a drive of ours and let me take a look at yours and let's see where we get to once we know it's the right car for you..."

No px

[Zwolf]

DSLiverpool said:

Zwolf said:

"MY best price is the one in the screen, plus road tax. I suspect YOUR best price is somewhat lower than mine, but OUR best price is somewhere in the middle of the two, so let's take a drive of ours and let me take a look at yours and let's see where we get to once we know it's the right car for you..."

No px

Adjusted for the no PX situation.