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Driving the Inventory Home Is Step One

Increase Your Used Car Numbers

So you want to sell more used cars. Well here's your first step: Take one used car home every time you close a shift and open the next morning (that will keep the inventory available for sale at all times). Now don't take a model you're familiar with. Take one you're not familiar with, or maybe even one you think you don't like. Attitude and enthusiasm are everything when it comes to selling used cars. The cars you like are the ones you'll sell and retain maximum gross. If you don't drive the cars, listen to the radios, feel the seats and enjoy the drive you won't be prepared to present the benefits to your customers. On the other hand, you'll be amazed at how your attitude will change when you spend time with your used car inventory.

One Man's Trash is Another Man's Treasure - Case Study

Being ignorant to traditional practices, the brand new salesman thought he'd try out the inventory. "Don't bother with that piece of *&%# (expletive)", said another salesman regarding the Dodge, "it's been here forever and no one even looks at it." It was a metallic green Dodge Spirit sedan. The paint was in pretty good shape and the interior was in great condition. But the market demand was for Honda Civics and Toyota Corolla's so the little Spirit sat for close to 90 days. Adjusting the price didn't help, even though it was thousands less than a comparably equipped Honda or Toyota of the same mileage and year. The new salesman took the Spirit home for the evening driving it on the freeway and the city streets. He was surprised by its comfort, acceleration and equipment, including the driver side airbag. He thought about how perfect the vehicle would be for a commuter, a second car or for a college student. The following weekend a father and his daughter came in shopping for a used car. She was going to attend college locally but needed "basic transportation". "I've got the perfect car for you", said the salesman enthusiastically. And he presented the Dodge Spirit, including the safety features and benefits. At the time, it was difficult to find economical used cars with driver side airbags, so that was a great selling point for the father. Taking the time and effort to learn about your used car inventory will benefit you, your customers and your dealership. So why not take one home tonight?

Got a Used Car story? Tell us about it!