Two Kinds of Customers Automotive Sales People See Every Day

Automotive Sales Training - Terry Lancaster - Social Selling

Leads and clicks don’t buy cars. People buy cars. And they buy their cars from people, not dealerships. In this edition of our Social Selling Strategies Webcast Series, Terry Lancaster and I will be talking about the two kinds of customers that automotive sales people see every day.

Did you know that 97% of car buyers prefer to know their sales person before they ever step foot on the lot? Why is it then that hardly any of them do know their sales person before stepping in? If you were in automotive sales, wouldn’t you want to appeal to this 97%?

When you consider that more than 70% of car buyers made their final decision because they liked and trusted their sales person, what does this tell you about auto shoppers and the car-buying process?

Here’s the stat that keeps Terry up at night: One year after purchase, 9 out of 10 car buyers can’t even remember the name of the salesperson that sold them their car.

I am the 1 out of 10 in this case because I remember the gal that helped me get in my latest ride nearly three years ago. In fact, we are Snapchat buddies.

Two Kinds of Customers

The two kinds of customers that automotive sales people see every day are:

  1. Leads, Ups, and Randos who are there because of the car or the dealership
  2. Customers who are there because of a pre-existing relationship with the salesperson

If you’ve ever read Ali Reda’s book How To Sell 100 Cars a Month, you know the secret is building and having relationships with people BEFORE they start shopping.

Automotive Sales Training – Free Workshop Preview

On Thursday September 19th, Terry Lancaster and I will be conducting a 30-minute preview of his Automotive Sales Training Workshop. This free preview will concentrate on the two kinds of customers that automotive sales people see every day, and how you as an automotive sales professional can leverage the power of #2 and see more customers because of your pre-existing relationships with them.

Sign up now to join this free webinar. By doing so you will be able to participate in the free live webinar, and you will receive be able to access the recording of this session plus all future and previous sessions within this series in our Slack Network.

Sign Up Here

Thursday September 19th at 11 am Central (US & Canada)


Automotive Sales Training – Online Workshop

On Tuesday October 22nd, Terry will be conducting his exclusive Automotive Sales Training Online Workshop designed to help automotive sales professionals get more reviews, more referrals, and more repeat business by building better, stronger, more authentic relationships – online and in in person.

During this live 2-hour online workshop, you’ll learn how to use social media, personal branding, online/offline prospecting, and search engine optimization to make sure that your customers are finding you and hearing the story you need them to hear…. before they ever start shopping and for years after the sale.

Save Additional 20% With Promo Code

Cost for the workshop is $147 and the Early Bird pricing is only $97,  but as an AutoConversion Member you can save an additional 20% off your registration by following this link and entering promo code ‘thatsmyjam.

But hurry. Seating is limited! Register by October 1st to get special early bird pricing. 

Get more reviews, more referrals, and more repeat business by building better, stronger, more authentic relationships – online and in person.


About the Author

Ryan Gerardi
Creative, resourceful, and resilient B2B sales and marketing technologist who works with people and businesses on a variety of levels to help elevate their game, their brand, and their businesses.