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Grouping your customers is a habit found in both superstar and average car salespeople. But there is a difference is how they group their customers. Most average salespeople group their customers into the following categories which are listed below:

Credit Criminals

Shoppers

Credit Criminals

Shoppers

It's this type of categorization that's killing the average car salespersons paycheck. But what about superstar salespeople in the car business? They view all of these same customers into one group. And it's called BUYERS! All of these customer will end up buying a vehicle now or sometime in the near future.

All of those "Credit Criminals" will somehow find a way to get approved and end up driving. The people shopping will end up finding a real salesperson who will have them driving. The "Lookers" will need a vehicle as well. And the "Tire Kickers" will also drive a new car. But it will all come down to whether you're the salesperson they buy from or someone else at the dealership down the street.

A list of how successful car salespeople groups their customers

Remember I said that superstar salespeople in the car business also group their customers? But their list is completely different. Take a look at how the real stars in the car business categorize their customers.

Repeats

Be-Backs

Referrals

Phone-ups

Walk-in

I have made the above list in order. The group at the top of the list has the best closing ratio and as you get to the bottom the closing ratios decrease. Did you notice that walk-in customers are at the bottom of that list? Then let me ask you one question- why do average or below average salespeople spend most of their time working with walk-in customer? If you're average, then it's time for you to start realizing that you are working with the worst/least productive group of people.

Quick tip: The top 4 groups have a lot higher closing ratios then walk-in customers. So focus and spend more of your time on customers that are easier to close.

This quick tip can literally double your income. It might not sound like a big deal right now, but it's a lot more important than you think. If you're used to earning $35k a year, you can easily earn $70k in the car business just by switching your focus to more productive customer groups. This is not a joke. We have done the numbers and this is very realistic. But don't take this the wrong way. I didn't say to stop taking walk-in traffic. If you're free then take as many as you can. But just change your focus to more productive groups and I guarantee your income in the car business will soar.

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