Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

Is there a particular sales philosophy or approach that you subscribe to? I just probably just being of service not worrying so much about the sale of it. I think that’s probably it’s the customer it’s not me it’s not my commissions or whatever like that it’s the service that’s what I think that’s what our culture is in our store. I think that’s why we’re successful. It’s service oriented. I’m trying to create a fan here. I want those people to think of me only when they go get their next car purchase. So you know and people are willing to spend a little extra for the service. I mean that’s the difference between going to McDonald’s and going to a five star restaurant. You want that service and you’re willing to pay for it. And that’s true. That’s what you’re getting. So try to differentiate from that. So it’s service. I believe that’s the key to it all.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

In order to close somebody they have to it’s got to be able to fit their budget. They have to like all the amenities that come with the car. Is it going to be. Is it going to take care of their problem that they came in there with you know that that’s what you’re solving a problem. They’re not there. They have a problem to fix and I always attack it that way. And I’d say most of it is is just doing that fact finding. I think that’s probably what I do the most. Yeah. So just just that questions and understanding what the customers are looking for on the front end. And usually when you when the time you get down to the numbers and stuff like that you know I’ve done enough fact finding that I know hey they’re trying to be in this price range so I try to get them the most that they can get. You know the best car best deal for what they’re wanting to spend.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

I came in on a Wednesday a couple of weeks ago and everybody I don’t know what was going on but it’s like everybody I ran into was all I can’t wait to Friday. I can’t wait until Sat. No. Just what about today. You know God gave you that day. What are you going to do today. Why are you worried about Friday and Saturday. You know we got work to do today. Let’s make this the best day. You know. Why is everybody wishing their life away. I just didn’t kind of irritated me.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

Days are long very long you don’t have to be there as early as I am it’s just me. Most of them you got late days in where you can come in at 11:00 11:30. I usually don’t do that. I’m stuck I’m a man of routine. I got to do these certain steps every day. And I feel like that helps me be successful.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

Every day you must train every day. I think that’s it’s very important. We’ll go over objections just things to help you help your business. You know basically you’re even though you’re in sales and you work for the dealership you’re still kind of like your own business inside the dealership. So it’s important to train great stuff that we learn everyday and just it helps you build your business. You know how to cold call just a variety of things. You know closing you know objections that people might have and how to overcome them and succeed basically. If you don’t train everyday. I mean look at the top athletes in the world you’re Michael Jordan or LeBron James. They don’t just show up to the basketball game that day they’re out training day in day out they’re doing the extra training that puts them in that elite status. You know they do it every day. It doesn’t matter if it’s Sunday Saturday whatever you’re constantly You need to train so that you’re better. You can’t just be complacent and say hey I hope somebody shows up today. No, you’ve gotta do that work. You’ve got to constantly work train and make yourself the top. So I think it’s very important that anybody that’s in sales they need to they need to learn and you don’t know everything. Things change. Technology changes you always got to be on top of the game. So training is so important. You know reading soaking in knowledge from different things. Even go in and look at other sales people what they’re doing. You get some great ideas like that.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

My goal everyday as I want to sell 5 cars a day. You know do I hit it everyday? No. but if he if I say I’m going to sell one. I mean what kind of goal is that? So always shoot it high and you know if I sell three that day I’m not disappointed. But I want that vibe. You know just if you say set your goals too low then you achieve them. What did you achieve. You really didn’t you know doesn’t push you hard enough so you always got to push yourself. Set those goals high.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

I think I sold 36 cars my first month not even knowing what I was doing and I probably lost another 20 deals during that time because I didn’t know what I was doing. But I just kept plugging along kept learning writing things down. When I didn’t succeed on a deal I was trying to figure out what what did I do wrong you know what did I say and it always came down to I didn’t ask enough questions. So I think I kind of surprised people there they hadn’t seen a number like that but then the next month I sold 40 something in the next 40 something and it just kept going and going and going. My first complete year there I sold 501 cars which they tell me was I had no idea I was just going in doing my job. They told me that was a huge number. Like nobody does that.

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Clip from Episode 26: How Car Salesman John Hinkson Sold 1600 Cars in his First 3 Years:

I’ve been to other dealerships besides the one I work for and I always felt like I needed a shower when I left and I told myself since I’ve been on the other side so many times. I want to do something completely the opposite. I want it to be a good experience. I want it. It should be a joyous experience you’re buying a car. People in America love their vehicles or they wouldn’t buy so many and buy them so often and I just wanted to give them that service and just take care of them at all times.

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