Auto Dealer Monthly Magazine is the daily operations publication serving the retail automotive industry. This automotive publication serves dealer principals, officers and general managers with the latest best practices.
Issue link: http://autodealermonthly.epubxp.com/i/158958
S A LE S PRO By Kirsti Correa Sales Professional of the Month SEPTEMBER 2013 In March 2011, while searching fo for a car of his own, Paul Adki kins ventured onto the lot of EC CarOne in Carrollton, Texas. A month later, that single visit tu turned into a job, and he hasn't le lef since. Today, he's driving a quarter of the dealership's monthly sales output. "It was more of just a temporary position because I had bills to pay," Adkins explains. "Te more I stayed, I liked that I wasn't tied down to my desk looking at spreadsheets; it's more of a diverse situation than my previous employment." Adkins says he had always loved cars and ofen thought about working in the industry. But he had zero retail experience and wasn't looking forward to long hours and six-day work weeks. But he did need a job, and Rami Rassas, the dealership's sales director, said Adkins was persuaded by his own customer experience and a conversation with the f nance manager. "When he bought a car from me, he liked the way we did business," Rassas says. Adkins is now delivering 50 units per month. In total, he's sold 1,350 vehicles and has held the title of top salesperson every month since he arrived two years ago. Rassas ofers a few reasons why that is. According to the sales director, the winner of the monthly sales award is granted a day of. It's a reward Adkins rarely takes advantage of, Rassas says, adding that his top salesperson will come in on his day of to check up on sales in progress. And on most days, Adkins is the f rst stafer to come in and the last to leave. "He's really dedicated and follows up with leads more than anybody," Rassas says. "He has a regimen and it works because he sticks with it." Adkins says there's a good reason why he keeps close tabs on his progress. "I know what's happening with all my deals and following up with people helps both the client and me," Adkins says. "I'm able to f nd out if I'm wasting their time so I don't end up wasting mine." Adkins handles an average of seven deals per day. His per- sonal best was 11 units in a day, a company record. "In any sales job, you have to have motivation to pursue leads and follow up," Adkins says. "Sometimes it can be stressful, but you cannot let it beat you down when you don't sell." Adkins says he'll stay with a deal even if it drags out for weeks. He f nds that in many cases he has to get customers in the mindset that they are buying a used car from an independent lot, which means separating himself from the stereotype that has dogged used-car salespeople for decades. "A lot of people come in defensive because of the stigma attached to used-car salesmen, which is why I try to be lowpressure," he says. "I'm limited to what I can do, but I try to help as much as possible." Adkins says he counters customers' preconceived notions by tailoring his process to their needs and doing his best to get them on the road within an hour. And by the number of repeat clients and referrals he works with, it's clear his method works. PAUL ADKINS E-CARONE CARROLLTON, TEXAS "I love repeat customers who come in and ask for me by name," Adkins says, adding that he's had customers return to the dealership with gifs to thank him for his assistance. "It means they enjoyed the experience enough to ask for me again. It lets me know I did a good job." In fact, Adkins isn't the only salesperson employing the lowpressure approach. "It's very relaxing and laidback," Rassas explains. "It's not as uptight or stuf y as other dealerships." Rassas, who was also featured as an Auto Dealer Monthly Sales Professional of the Month, says Adkins reminds him of himself, "only a better version." "Paul broke both of my records for car sales!" Rassas says. "He's great to have on board because if I'm ever not here, he's knows exactly what to do and he also has experience working the f nance deals himself." NOMINATE A SALES PROFESSIONAL OF THE MONTH Each year, Auto Dealer Monthly recognizes 12 sales professionals for their achievements. Each monthly winner is automatically considered for the Sales Professional of the Year. Dealers, general managers, and general sales managers are encouraged to reward a top achiever in their organization by submitting their name for nomination. To nominate your sales professional, send his or her name, dealership information and a testimonial on why you think they should be considered. You must include your name, position and contact information as supervisors will be interviewed and sales information verifed. Nominations can be e-mailed to Editor@AutoDealerMonthly.com 34 AUTO DE ALE R MONTHLY • SE P TEMBE R 2013