Automotive Internet Sales Coordinator (BDC Rep) Sells 49 Units ONLINE & Tells Us How!

Automotive Internet Sales Coordinator (BDC Rep) Sells 49 Units ONLINE & Tells Us How!


okay this is really awesome we’re at John hender Honda’s internet department /bc I’m gonna do a quick interview all right Angie more chase the needles okay Jason so obviously deal with synergies on-site we’re doing some training and I kind of heard your story and I thought I’d be perfect for the interview for automotive internet sales let’s start how long you been working at John hinder Honda it’s been nine months nine months Wow okay now 3035 causes okay all that out of this little space right here yep I like this that’s turns people take a look at it’s like MTV Cribs Internet this is where I live 40 hours a week okay do you have the mirror tell us about those mirrors um well they like to look at you know when you’re talking to your customers I want you to to be looking at yourself and smiling and and I’m kinda having a good time while you’re doing it and you really do that yeah oh that’s freaking awesome and does it help you focus um you know I don’t think about it know a day today but I think if it wasn’t there I would be missing okay I’m just working your leads as hard as you can I mean it’s not gonna once not call them twice three times a day how many phone calls do you make a day between 1:30 and 1 yeah stop repeat that again between 130 and 150 you make a hundred and thirty two hundred fifty phone calls in a day there’s people that only make 40 or 50 phone calls and internet Acadie see what do you say these people get powned I agree with you my my research is always showed that the hardest part of the entire part is convert so would you say that part of your success is the fact that you call so much absolutely what about your schedule do you work what type of shifts to work um either 9 to 6 or 11 day yep 9 to 6 or 11 day and then I see it’s usually 11 ehi I’m sorry 6 to 8 p.m. as the prime time do you plan for yourself you pretty good deal absolutely so if you’re in a department it doesn’t make sense to just work 9:00 to 5:00 no I mean I you don’t mind for people watching this if they’re at a dealership then you only work 9:00 to 5:00 wouldn’t you say you’re missing a beat oh absolutely that’s the way you know okay what type of challenges you have what type of you with all these phone calls your customers your prospects what type of junctions you usually get a lot of um just just shopping a price basically wanting me to give them a price so they can possibly take it somewhere else and get a better price well how do you handle when somebody says you know I don’t want to come in also get the best price um other than the fact that will match you know will match the price I’m you know I’m pretty firm on letting them know that I’m I’m not gonna give him a price just so they could take it somewhere else and and shot me and not giving me a shot so if if they’re truly wanting the best price then they can bring me what they have and we’ll we’ll be having a match see for me I’m the big mindset that price is only relevant with the absence of value you’ve heard that phrase before our price is only relevant the absence of value and for me I try to teach all of our clients to do its owners including you guys that you don’t have to give up the price you don’t have to give up gross either to sell cars on the internet but there’s people that are watching this that think that oh my gosh if it’s an Internet customer you can’t make money or if it’s an inter customer you have to give them them the triple net that’s not true right well so you’re telling me yourself 30 35 units and a lot of time you don’t give them the prices although I love it okay now what would you see if you could pick the three or four things that you do that makes you the most successful so obviously we have a new hire that’s right behind you and we’ve got new people that are coming at the organization if you are going to mentor your people birria so look welcome on board to john hendricks andhe you know Internet RBC here’s a couple tips that I would like to give you so you could be truly effective and successful in automotive internet sales what would the two three four tips be that you think that all internet coordinators especially the deal with city system should do we have to realize all these people that are contacting us they’re looking for a car I mean they’re we’re not going out looking for them so it’s okay to call them and call I mean call them five six seven times a day until you get till you get something out of either a no yes maybe I mean you have to be really persistent with them the emails halls so contacts you can toss around and assume that just because you call them four or five times you know that they’re they’re not interested you have to keep the methodical follow absolutely okay that’s good another community took what else you have to work really good with the people that you have I mean I work really well with with Chad and Nate and Sam those the know so as your as your as your rule as the internet coordinator the appointments that are the BDC reps so to speak you were hand in hand with the internet sales consultants which we called your internet sales managers is these are automotive sales professionals that are product knowledge certified that actually do the product presentation demo drive delivery though which i think is also you know I think it’s a really accurate in that you can’t just be an army of one you can’t just do this by yourself you should have a good any dealership no matter what the infrastructure should has a good sooner just a team with the sales team closers and yourself okay give me another set for two more what about process do you just wing it or do you follow the process there you go yeah you have the the script is huge I mean you need to follow the script it’s easy sometimes to get off and I had a problem when I was first starting was doing 1520 cars a week per month and and once I really believed in it and started following what they were you know what I was supposed to follow them and that’s when I saw my numbers immediately increased do you track your data yeah okay does it that’s I think that’s like a fourth tip right there do you tell us about how you track your performance your calls connections appointment shows deliveries all that stuff um everything is kept in full in a couple different places I’ve three minute buck I have a thick sheet which sits right in front of me right here I take every every call that I make every internet lead I get every show that I get every appointment that shows up and every soul right now my appointments we keep them in a Google Doc every day that’s that’s updated now I know why you do it the reason why I teach people to do that is because each action has a positive negative reaction you know I mean the more you the more people you call it’s going to affect the people that actually answer the phone the more connections you have is gonna affect the amount of a point that you make the amount of appointment confirmations is gonna affect the amount of points that show up the amount of shows you can effect your sales so for me the reason why I have the scorecards in the 3-minute bucks and why you do the tick sheets for me is to be able to not only track all the variables but to identify and isolate which ones you need to improve on absolutely okay any last words you’d like to impart to people mmm I think this is the inspiration I think it’s really amazing that you’re selling 35 cars what’s the most that you’ve ever sold out of the department what did 49 and large stopped you did 49 units Wow okay and again so people that are watching this you look at someone that sold 49 cars out of the energy department and I’ll be dead this will be that this month you gonna break 50 oh okay I’m gonna make this this was my coming to you if you turn on a brake 50 I’m gonna make you the dealer ship of the month all right for you and it’s gonna go viral that’s awesome translations Thanks


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