Do you like the current gross profit you’re making at your dealership? Well, it doesn’t have to end when the market shortage is over. Gross is a mindset, and you can always hold more gross profit. If the automotive industry can utilize relationship selling in place of transactional selling, company gross will stay up. In addition to changing selling styles, proper automotive sales training will help dealerships sell more cars.
The Millionaire Car Salesman Podcast Presents:
Interviewing Melvin Rodriguez, General Sales Manager (GSM) Of A Volkswagen Dealership In New Jersey
Sean V. Bradley, CSP, is joined by his daughter Tianna Mick who is Dealer Synergy’s Sales and Marketing Manager. Their guest Melvin Rodriguez is the GSM of Burlington Volkswagen. They discuss keeping gross profits high after the car shortage is over.
They scratch more than just the surface of how the power of training and trust can have on sales. Additionally, they talk about the differences between relationship and transactional selling.
About Melvin Rodriguez
Melvin is the General Sales Manager of Burlington Volkswagen in Burlington, New Jersey. He has over 25 years of experience in the field. Melvin started in the automotive industry in 1993 as a leasing agent, and later joined the Burlington Automotive team in 2017. The pride Melvin Rodriguez takes in his role at Burlington Volkswagen resonates to the team he has on the salesroom floor. Melvin resides in Medford, NJ with his wife Rebecca, and his two children. When not working he enjoys spending time with his family and watching Philadelphia sports.
Subscribe to The Millionaire Car Salesman Podcast
For Weekly Tips & Advice On Relationship Selling
Show Notes: Interviewing Melvin Rodriguez, General Sales Manager (GSM) Of A Volkswagen Dealership In New Jersey
Build Trust Between Salespeople & Managers To Sell More Cars
One of the reasons a salesperson can overcomplicate a sale is because of a lack of trust. When salespeople are kept in the dark about the numbers, they can feel untrusting of their management team. That lack of transparency from management can lead to salespeople feeling as if the need to protect themselves is priority. While every dealer has a reason for why they might want to do this, professional transparency can go a long way. If the team is all on the same page, you can provide better service for the customer while selling more cars.
Automotive Sales Training: Relationship Selling
Another reason sales don’t go well is because of a lack of training. Proper automotive sales training is essential at all levels of a dealership. Melvin constantly seeks ways to become a better GSM, and bring successful strategies to his team. He uses the Millionaire Car Salesman Facebook page as well as our different weekly Clubhouse rooms to keep updated. He also encourages his team to go on and seek knowledge to bring back to the team. Melvin has found that seeking more automotive sales training has helped him keep his team on the up and up.
Relationship Selling Vs. Transactional Selling: You Can Gross More & Sell More Cars
The Problem With Transactional Selling
While transactional selling has been considered the industry’s standard, times have changed and transactional selling has become outdated. The automotive industry is now rising to a more elevated state. Meaning that customers want to get a better experience for their money, and feel taken care of. As a salesperson, you can sell and gross more than ever before. However, this is only if you build a relationship with the customer. Transactional selling alone doesn’t lead to the referrals the way that relationship selling can. If you are still selling this way, then you are letting money pass you by.
The Benefits Of Relationship Selling
The best way to be successful as a car salesperson today is through relationship selling. The only way you can build a relationship with your client is by selling yourself. Car sales have always been a people business. Now, with all that we know about social media and marketing, it is easier than ever to make connections with people.
Because of the internet, people need salespeople’s car knowledge less and less. Instead, they are looking for a friendly guide to aid them through the part of the journey they need to experience. However, people want to be guided by people they trust.
Hold More Gross With Relationship Selling
While the pandemic has caused the world a lot of tragedy, it seems to have strengthened the automotive industry. Even though there is an inventory shortage, salespeople have been grossing more than they did pre-pandemic. While Melvin and our hosts believe that grossing like this will not last. Melvin pointed out that gross is a state of mind. Automotive professionals are now used to grossing more. With that in mind, they will be willing to take more liberties and find ways to sustain their higher gross.
However, the only way grosses will continue to stay up is if the industry leans into relationship selling. The only way the public will be okay with paying more is if they get an experience that matches what they are paying.
More About the Millionaire Car Salesman Podcast's Hosts & Guests
Free Resources To Help You With Relationship Selling
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Be Sure To Listen To Last Week’s Episode of the Millionaire Car Salesman Podcast
Be Sure To Listen To Last Week’s Episode of the Millionaire Car Salesman PodcastLast week, Sean V. Bradley, CSP talked about the art of the sale. As the President of Dealer Synergy with over 22 years of experience in the automotive industry, Sean is the best in the industry. While Sean is highly skilled in how to close car deals, he was once mentored by a great GSM.
Charlie Kearns, Sean’s mentor, spoke about the Techniques To Close More Car Deals. In additional to discussing different automotive sales training programs, he also dove into how to properly qualify a customer. Using his practices, Charlie’s team has taken his dealerships to new heights.
The Millionaire Car Salesman Podcast
The Millionaire Car Salesman Podcast has a new episode every Tuesday at 4:00 PM EST. Be sure to tune in next week. Also, check out all of the previous episodes of the Millionaire Car Salesman Podcast.
Likewise, join the Millionaire Car Salesman Facebook Group and The Millionaire Car Salesman Club on Clubhouse today!
Additionally, The Against All Odds Radio Show broadcasts nationwide each weekend and has a podcast released each Monday. Listen in for tips from billionaires and multi-millionaires.