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Car sales guides for new salespeople
Straight answers to the questions every green pea has, from Ethan Reynolds, former Salesman of the Year and author of The Green Pea Playbook.
Car sales basicsWhat is a green pea in car sales?A green pea is a brand-new car salesperson. Here's what the term means, how managers treat green peas, why new salespeople often outsell veterans,…Getting hiredHow to get into car sales with no experienceYou don't need a degree or sales experience to sell cars. Here's how to get hired at a dealership, what managers look for in the interview, and how…The sales processThe Road to the Sale: the 7 steps to selling a carThe Road to the Sale is the step-by-step process car salespeople use with every customer: greeting, fact-finding, walkaround, demo drive, trade,…ClosingHow to handle the most common car sales objectionsWhat to say when a car buyer says “I'm just looking,” “I need to think about it,” “I can get it cheaper,” or “the payment's too high,” and when to…MoneyCar sales pay plans explainedHow car salespeople get paid: front-end and back-end commission, minis, packs, draws, volume bonuses, spiffs, splits and chargebacks, plus questions…Your first yearYour first 90 days in car sales: the checklistA week-by-week plan for a new car salesperson's first 90 days: learning product and process, building follow-up habits, and what managers are…Lead sourcesWhere car sales customers really come fromWalk-in ups are only part of it. How car salespeople generate their own customers: internet leads in five minutes, phone-ups, follow-up, the service…ReferenceCar sales glossary40 dealership terms every new salesperson hears, defined in plain English.