Amy Bannor (a.k.a #JustAGirlSellingCars) is a powerful women in automotive who can relate to those in the industry who had no previous automotive experience. Prior to working for a car dealership, she worked for David’s Bridal, one of world’s largest bridal dress retailers.
During episode 104, you’ll hear Amy share some key insights that helped her on her journey from being a newbie in the business to today where she is a sought after automotive sales professional that is making waves in the industry.
If you’re new, product knowledge can be intimidating
Most manufacturers have extensive model lineups, each of those models have various trim levels. When Amy started in the business, she was a little overwhelmed by how much there was to know. She relied on her confident ability to speak to customers and get to know them as something that alleviated the overwhelm and allowed her the time to get to know her products as best as possible.
This is a people business. As much as reports convey that consumers want to research and purchase vehicles “cradle to grave” online, there is still a surprisingly large number of consumers that need to know the people that will support them after the purchase is made. And let’s face it, if the experience was shorter, and hassle-free there’s a good chance that consumers wouldn’t want to by-pass the dealership in the first place.
The power of debriefing each day
Amy suggests that taking a few minutes at the end of each day to identify what went well, and what didn’t go well was/is crucial to her success. This is a practice that the most successful people in the world do every day because theirs is a path of growth; of rising to the top.
If you’re not taking the time (the most valuable investment you can make in yourself) to consider ways that you can improve or refine what you’re doing, the battle will always feel uphill and longer than it needs to be.
Contribute to culture
If you ever notice that there is a personality conflict between you and a customer, consider passing them off. It’s a hard lesson to learn for some, but NOT all money is green as some would suggest. It’s not green if you aren’t able to provide the experience that those customers deserve, and just because there may be a personality conflict, doesn’t mean that they DON’T deserve a great car buying experience. After all, it’s their money first!
Passing them off accomplished a couple of things within the store. It strengthens the culture by demonstrating that you care about your teammates and would rather see the customer and them succeed than embarking on a journey that will have both parties miserable (or worse yet, have them choose to work with another store). It’s a deposit into the social bank account that will put your team members in a position to reciprocate should the same situation arise with them. In so doing, you foster a culture of looking beyond yourself and helping one another achieve success.
The second thing it accomplishes is that it demonstrates your true entrepreneurial mindset. You’re a business builder, and as such you are showing those around you just how professional you are.
Don’t forget to have fun!
Stop taking everyone and everything so seriously. Don’t be afraid to reach beyond your comfort zone and find ways to make the car buying experience as fun as possible. Be self-aware enough that you can laugh at yourself. Amy considers humor to be one of the most powerful ice breakers.
Your turn. What are some ways that you are building a transparent and fun car buying experience in your store? Let’s hear it in the comments below!