This document provides tips for what the best automotive sales consultants do to excel. They plan their day in advance, arrive early, and do product/skill training. They stay in touch with customers, assist them holistically, and distribute business cards daily outside work. They schedule time in the service lane weekly and promote the company's history/culture. The best consultants follow processes, have a driven nature, and associate with high performers. They meet with managers daily and keep them involved, have alternate vehicle plans, reinvest in their business, and get prominent in the community. The document advises how to find and recruit the best candidates using various resources and outlines traits of top sales leaders.

1. “Secrets of the Best Automotive
Sales Consultants”
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2. 1. They plan their day the night before in
writing.
2. They show up for work early.
Successful Sales Consultants
in the Automotive Industry
do the Following…
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3. 3. They spend a half hour to an hour on
productand/or skill training.
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4. 4. Keep in touch with customers
and prospects.
5. Remain proactive in assisting the
customer’s entire household.
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5. 6. Distribute three to five business cards
every day outside of the dealership.
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6. 6
7. One or two days a week, they schedule
themselves in the Service Lane.
• The goal is to greet current customers and get them
to drive and evaluate new vehicles.
Note: There are many products in the market which help
regulate your dealership database.
Examples Include:
DealerPeak
Service Turn
AutoAlert
Dealer Wizard
Driving Loyalty

7. 8. The “best” Sales Consultants tell everybody about
the history of the company. They explain why they
chose to work here.
9. They follow the Sales Process of the dealership without
question.
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8. 10. They possess the following attributes: a competitive nature,
an enthusiastic drive, a positive attitude and passion, and a
STRONG sense of urgency in making the sale.
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11. When at work, they generally only associate with other
high achievers, and not low performers! Like top athletes
and millionaires, they associate with their peers.

9. 12. The “best” Sales Consultants meet with their manager on a daily
basis. They look to their manager and other top performers for
constructive criticism and advice for improvement.
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• The “best” Sales Consultants always keep their
managers involved.

10. 13. The Sales Consultants should have a alternate plan
and or a vehicle to show their customer.
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11. 14. They act as if they own their own business and reinvest in
that business. They spend 5% of their commission income in
marketing themselves.
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15. They become prominent in the community, as a volunteer,
town official, or in some other capacity. Therefore, people
already feel comfortable with them when they meet them in the
dealership showroom.

12. There is no simple answer how to become
the “best” Sales Consultant in the automotive industry.
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These are the consultants that become Leaders in sales in their
dealerships and move forward In their careers to become general
managers, or Dealership owners. Ultimately, they enjoy the highest
Levels of financial success and achievement.

13. Now we know what the Best Sales
Consultants do on a Daily Basis to Excel!
Where do we find them?
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14. EVERYWHERE
•CUSTOMERS
•FRIENDS
•RELATIVES
•SHOPPING MALLS
•RESTAURANTS
•JOB FAIRS
•SALES AND SERVICE
SPECIALISTS
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15. To Build the Best Sales Teams You
Need a Great Leader!
Aptitude: A natural tendency to do something well; potential or
acquired capacity or ability.
The Best Sales Leaders look to recruit or hire people with:
A proven track record of success
Previous work experience
Life experience
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16. The Best Sales Leaders…
 Are prepared before the interview and focused during the interview.
 Have specific structured legal interview questions.
 At Kelly Automotive Group, we use Hire The Winners Car Sales
Simulator and their structured legal questions for our interview.
 Share specifics of what it takes to excel in automotive sales. At
Kelly Automotive Group, we review “The Secrets of the Best
Automotive Sales Consultants.”
 Share advancement opportunities and team member success
stories.
 Explain the mentoring/training program in place to set Sales
Consultants up to succeed.
 Share what you like best about working for your company.
 Show you care about the applicants’ personal and professional
growth.
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17. When Do the “Best” Sales Leaders
Stop Recruiting?
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18. The “best” sales leaders are fanatical about
recruiting and hiring the best people.
Congratulations!
I noticed your great service today! We’re
always looking for top performers to join our
team.
Call me: Chris Saraceno at (321) 960-6133 to
discuss the opportunity in total confidence!
 Flexible scheduling
 President’s Club for top performers
 Our average team member made $60,000.00 last year!
 Health and life insurance
 Generous 401K
 Paid vacations
 Great initial and on-going training
 Promotions based on performance, not tenure
You’ll be surrounded by winners driven by
a Vision to be the best!
This is what we hand out at Kelly Automotive Group
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19. Sales Leaders use the Best Resources
to Recruit and Hire
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 LinkedIn, Career Builder, Facebook, Twitter, Craig’s List
 Dealership Website Posts & Databases
 Automotive recruiting companies such as Dealer
Synergy, AutoMax, Hire The Winners, TK Worldwide
etc..

20. “OR”
DO NOT GET STUCK IN THE
TYRANNY OF THE
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21. If you would like a copy of any of the
information provided here today
Please contact Chris Saraceno:
321.960.6133
cbskmc@aol.com
www.dealerelite.net
www.chrissaraceno.com
https://twitter.com/ChrisBSaraceno
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