How to Sell Thirty Cars a Month like Joe Girard: A Guide for Modern Sales Professionals

In the world of car sales, there are legendary figures who stand out. One such figure is Joe Girard, who is famous for selling cars consistently for over 12 years and holding the Guinness World Record for the most cars sold. His methods and philosophy can offer valuable insights for current and aspiring car sales professionals aiming to achieve impressive sales figures.

Learning from Joe Girard

Joe Girard's success in the automotive industry is well-documented. By following his methods, it is possible to emulate his record-breaking sales success. From his book, you can learn how to consistently keep customers coming back to your dealership and turning them into loyal, repeat buyers.

Selecting the Right Dealership

Not all dealerships are created equal, nor do they offer the same opportunities for sales professionals. To achieve the goal of selling thirty cars a month, it's crucial to work at a dealership with a high volume of inventory and a strong service department. Large dealerships with extensive inventories can provide you with the volume needed to achieve these sales numbers. Conversely, small lots with fewer than 100 cars in stock may not be realistic for reaching such figures, especially if you are the sole salesman.

The Art of Customer Retention

Joe Girard emphasized the importance of creating long-term, happy customers. This approach is more effective than simply making one-time sales. To turn a customer into a loyal, repeat buyer, it is essential to provide excellent service and follow up consistently with the people you have sold to. Repeat customers are the lifeblood of a successful car dealership. By maintaining strong customer relationships and ensuring customer satisfaction, you can turn occasional buyers into lifelong customers who refer their friends to your dealership.

Marketing Yourself and Your Brand

Marketing yourself is a key component of achieving high sales numbers. Take initiatives to promote yourself and your dealership. Carry business cards with you wherever you go, and do not hesitate to invest in your personal marketing. For example, if you leave a good tip at a restaurant, leave your business card. Utilize social media platforms to showcase your products and demonstrate how different options work. Another effective strategy is to network with potential customers, such as construction workers. Buying them donuts and coffee or offering to let them ride in a new truck can build goodwill and potentially lead to future sales.

Getting to Work Every Day

To achieve the goal of thirty cars a month, it is imperative to be consistent and dedicated. One-time successes are not enough; it requires a sustained effort over time. Focus on building strong relationships, providing excellent service, and always being prepared to follow up with your customers. While it may seem that you are not making significant sales, over time, your diligent efforts will pay off. Consistent, hard work will eventually lead to higher numbers.

Building a Large Client Base

To achieve a high volume of sales, it is essential to have a large client base. In a big city with a diverse population, you can leverage a wide variety of potential customers. Aim to cater to mainstream cars rather than exotics, which will broaden your clientele. Be authentic and honest in your interactions, and make sure you do not guess or assume answers to customer questions. Always listen to your customers and provide them with what they actually want. Patience is key, as client referrals may take time to come through, but they will eventually result in easy sales where other salespeople do not even get a chance to compete.

Conclusion

Selling thirty cars a month may seem like an arduous task, but by following Joe Girard's methods, it is possible to achieve this goal. Consistency, honesty, and a focus on long-term customer relationships are the keys to success. By working at a large dealership, marketing yourself effectively, and getting to work every day, you can turn these numbers into a reality. Remember, it may not happen overnight, but with hard work and dedication, you can achieve your sales goals.