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<\/h2>\n<\/h2>\nMonth after month, you watch your sales team work diligently to close deals and meet their quotas. However, as their sales manager, you\u2019re always looking for new methods that they can use to increase car sales, increase monthly commissions, and help the dealership grow. You\u2019ve encouraged them to send thank you cards<\/a>, shared tried and true closing techniques<\/a>\u00a0for financially-challenged prospects, and brainstormed clever lead generation ideas<\/a>.<\/p>\n One method to increase car sales that you may not have thought of, however, is the two-car deal. A two-car deal is exactly what is sounds like \u2014\u00a0the salesperson sells two vehicles in the same deal. Some salespeople consider this type of deal to be a total fluke or simply a stroke of luck. The truth is that two-car deals can happen much more often than dealership employees realize; you just have to know what to look for and what to say.<\/p>\n According to Auto Dealer Monthly, Matt Reynolds, a Volkswagen salesperson in Washington, is\u00a0hailed for his ability to zero in on two-car deal opportunities and make them happen. Since joining Auburn Volkswagen in 2011, Reynolds has closed 20 two-car deals. During one three-month stretch, he closed nine of those deals.<\/p>\n \u201cEssentially, you\u2019re talking to one person about their needs and helping them find something else,\u201d Reynolds told Auto Dealer Monthly. \u201cThen, either the other person mentions they\u2019re looking for a car and I say, \u2018What if we could find that today?\u2019 Or there\u2019s a situation where you can spread out the negative equity over two cars. But typically it\u2019s the excitement factor. \u2018I want a Volkswagen, too!\u2019\u201d<\/p>\n How can your salespeople sniff out possible two-car deals? By listening and observing. They shouldn\u2019t launch into trying to make a double play just because a prospect walks in the door with a friend, family member, or colleague. There are clues they should be looking for:<\/p>\n Everyone on your team \u2014 especially if you have a lot of young salespeople \u2014 may not even realize that a two-car deal is something they can shoot for. They\u2019re so focused on closing one deal well that the concept of a double whammy isn\u2019t even on their radar. It\u2019s a great topic to cover in your weekly or monthly\u00a0sales meetings<\/a>\u00a0and may reinvigorate your sales team in ways you never imagined (and increase car sales as well).<\/p>\n Of course, in addition to the possibility of promotion, there\u2019s the bonus of increased commissions as well. A two-car deal should only require a bit more of their time than one deal, but they\u2019ll get double the money. That\u2019s a win-win situation for everyone involved.<\/p>\n Speaking about promotions and increased commissions should perk up any salesperson\u2019s ears, but you may even want to go a step further in your sales meeting and throw in an added incentive. Some salespeople might love the idea of closing a two-car deal, but are hesitant to try due to lack of experience \u2014 an incentive could push them to at least give it the old college try. It\u2019s up to you as to what you think would motivate your team the most, but there are a few things you can try.<\/p>\n Cash bonus (or some other prize) to the salesperson who:<\/p>\n Alternatively, you could also tell your team that any salesperson who makes a two-car deal in that month will receive a cash bonus or prize. That encourages everyone to give it a shot and get comfortable with making double deals.<\/p>\nPerfecting the two-car deal to increase car sales
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Of course, in some instances, the other person will serve it to your salesperson on a silver platter: \u201cI\u2019m looking for a new car right now, too.\u201d If they can\u2019t manage a solid two-car deal in that situation, you might need to look a little closer at how they do business.<\/p>\nIncrease car sales and teach your sales team about two-car deals<\/h3>\n
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Instead of just telling your salespeople about two-car deals, explain how they can benefit. For example, Reynolds got so good at two-car deals, that he has been offered promotions more than once. Taking the initiative and trying new sales methods (and succeeding) helps salespeople stand out and advance professionally.<\/p>\n\n
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