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More Dumb Words: "May I Help Ya' "
Like most of you, we go into many dealerships week after week and have to endure this Dumb phrase a million times. YUK. Be creative and you will see dozens of other proper verbiage.

I have been meaning to write something like this on my website and you have given me an idea. Cheers. 
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Hey Joe... Just found this post through google. I got a great laugh out of it. In my former job I was a Business Development Manager in charge of 6-7 BDC reps. I always had my people push for the appointment and usually it worked. However, there are customers (hell I was one of them 3 weeks ago) who had specific questions that required simple answers before they came in. These customers were real buyers and we would always include the desk in to get their feedback. It was ALWAYS "just get em in!" -OR- "tell him sounds like we're close when can you come in". Absolutely annoying and stupid... In fact when I purchased my car 3 weeks ago I made my round of phone calls and emails. Believe it or not I purchased from the first dealer that actually answered my easy simple question. Great read..thanks!

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Oh no, a protracted comment! Well I got this little phrase from one of my favorite Dream Theater songs, but it's how I've decided to live my life inside the car business and beyond: "I am responsible, when anyone anywhere reaches out for help, I want my hand to be there". The customer is the customer, so if they want they want it , I'm going to give it to them. It has not been easy, I get skated and they buy somewhere else even when you did the best job of anyone, but this 'mindset' has enabled me to be generous with my time and knowledge, thus it's opened opportunities for me to sell cars all over the US, Canada, Mexico, Middle East, Russia & Africa via my job as an ISM. Fortunately for my situation and our dealership, the GM get's it - and let's us play grown up, and if we can have fun and make a living - I'm wanted somewhere else.

Joe... You always come through with fantastic educational, thought provoking and straight to point articles. "Just Get 'em In" ranks right along with the old school, dinosaur phrases of "Can I Help Ya" and "If I Could... Would Ya", of which we still hear today. Definitely one of your best!

Joe,
Fantastic advice! "Just get 'em in" is old school, and old school is dying. The traditional mentality was, "Sell 'em a car." Today's winning mindset is, "Help them buy a car." A lot of people have said it: the sales process begins online and over the phone, not in the showroom. Keep 'em coming, Joe!

This is for real!  Thanks for writing it, I just forwarded to all our manager in house..  

Stanley, no pom-poms and cheer-leading from this desk. In my decades of travels, this is as close to shooting fish in a barrel as it gets. 

Try a few years of cold calling selling Yellow Pages, or insurance or Real Estate.  How about those annoying Cell phone reps in the Malls?  IMO, it's MUCH more difficult to recruit, train and motivate a rep that has to push thru 199 rejections to land a single up!

I know managers are getting bashed here but lets not generalize. If you can sell cars you can sell anything!

Good insight!

I was told this for years.  "just get them in" was all that they thought was needed.  At http://nabacar.com we have to target customers in a different way.  That just won't work. we had better have something to offer.

15milion times a year, some American has to buy a car.  Any moron in a managers chair can F* it up time and time again, and the phone keeps on ringing.

I've never been in an industry with so many opportunities and this is why we burn thru ups without a care.  Pluck that manager out from the car sales biz and have them sell ANY other high ticket item and you've got an epic FAIL.

It's ALWAYS the pay plan.
If managers were also rewarded on "%of Market Sold" I'd bet you'd see some new attitudes showin' up.

I don't comment that often but this one deserves a comment.  If the sales manager hires and trains experienced sales reps, "Just get 'em in" would not have to be used.  I agree with Jon Quade. 

The experienced sales rep will use his talents and training to "Just get 'em in".  If the sales manager has to say "Just get 'em in", he has either hired the wrong person or has failed to train them.   Maybe he should take the call and say "Let me show you how to Just get 'em in".  A few calls and, hopefully, he doesn't have to say "Just get 'em in" again.        

I love the use of the term Circle Jerk.  It's the truest thing I've read on this site, ever. Way to be blunt Joe.