In a recent conversation between two seasoned professionals, Tony Fiorillo, the CEO of Vision Management Group, and Sean Devito, the National Director of Operations at Hgreg in West Palm Beach, the discussion centered around an often misunderstood field—sales within the car industry. Both men have leveraged their passion for the business over many years, transforming what started as simple jobs into fulfilling careers. Their experiences shed light on the hidden potential of this line of work and its numerous opportunities.
Breaking the Stigma
Sean kicked off the conversation by addressing a crucial point—the stigma surrounding the car sales industry. Many people, he noted, shy away from the field due to preconceived notions. Yet, the financial benefits are significant. "If you take a look at what the average income is for somebody who works in this industry and spends time in this industry, it's very competitive compared to other markets," Sean observed.
However, this stigma often prevents highly educated and intelligent individuals from considering this career path. It's not about the lack of opportunities but rather a misperception that must be overcome.
Evolution of the Industry
Tony and Sean agreed that the car business has evolved dramatically over recent years. Tony, who has been in the industry since 1984, remarked that it is now "a far more friendly, clean, better environment." The advent of digital technologies means that customers are better informed before they even step into a dealership. They come in with specific needs and high expectations, making the role of a salesperson more challenging and rewarding.
Investing time in understanding the customer and providing a seamless experience from the initial meeting to after-sales service becomes vital. Training salespeople to lift that "10,000-pound phone" to follow up with customers is now indispensable. "Today, CSI (Customer Satisfaction Index) is everything," Tony emphasized.
The Professional Salesperson
Most of the conversation revolved around the notion of sales as a profession rather than merely a job. Tony and Sean both highlighted how crucial it is for salespeople to take their roles seriously. "You have to actually like it. It has to be something that you enjoy," Sean insisted. Both professionals agreed that an authentic love for cars and a passion for customer interaction are key drivers to thriving in this field.
Sean narrated his personal story, illustrating the transformative power of the car sales industry. He started with a $500-a-week training pay, unsure what to expect, and fast-forwarding 15 years, he had built a rewarding career. "It's given both of us everything you can imagine in the business," Tony agreed.
Structured Career Paths
One of the primary reasons car sales might not be more popular, Sean speculated, is that it promises success only through hard work and commitment. There's no instant gratification; success comes with time, persistence, and a proven track record of customer satisfaction.
"Every up that walked through the door was typically a buyer... We got away from the essentials like giving a good feature-value presentation on an automobile," Tony said, reflecting on the impact of COVID-19 on the industry. The pandemic forced a shift in dealership operations, pushing salespeople to adapt quickly and become order-takers as inventory became scarce. However, as we slowly move past the pandemic, it's time to return to the basics—delivering exceptional customer service and building relationships.
The Power of Relationships
One of the standout points in their conversation was the immense importance of relationship building. As Tony pointed out, seasoned professionals who have spent years in the industry no longer need to rely on walk-in customers. "They get people coming in specifically asking for them. They have appointments," he said, emphasizing the power of a loyal customer base. Successful salespeople create this loyalty through consistent and genuine follow-up. Sending birthday cards, making periodic phone calls, and asking for referrals can make a world of difference. These actions contribute significantly to transforming a customer's experience and fostering long-term loyalty.
Sean provided a compelling example, describing how digital tools, including social media and online reviews, have opened up new avenues for salespeople to build their personal brands. "If you're not the salesperson who takes that extra step and asks for the review with your name in it, then you don't get to capitalize on those people who are shopping that way," Sean explained. This highlights how taking initiative and leveraging modern technology can significantly enhance a sales professional’s reputation and attract potential customers.
The Entrepreneurial Spirt
Both Tony and Sean agree that the car sales industry is one of the last bastions of entrepreneurialism available to those without extensive formal education. "You don’t even need a high school education to come in and sell cars. You just need to be a good, authentic individual who genuinely wants to give somebody a good experience," Tony asserted. Dealerships provide most of the necessary resources—from advertising to inventory to customer leads—leaving it to the salesperson to perform well and deliver great service.
Sean's journey is a testament to this entrepreneurial spirit. Transitioning from another career with modest training pay, he built a successful career over 15 years, demonstrating that hard work and dedication can yield exceptional results in this industry. "Hard work beats it out all the time," Sean emphasized, proving that the car sales profession rewards those who show persistence and determination.
A Field of Endless Opportunities
Wrapping up their dialogue, Tony and Sean reaffirmed that the car sales industry is replete with opportunities for those willing to seize them. The combination of structured career paths, a supportive work environment, and the potential for significant financial rewards makes this a viable and often overlooked career choice.
It’s also evident that there’s a growing need for young talents to enter the field and revitalize it with fresh perspectives and enthusiasm. Sean pointed out that some pioneering dealerships are actively recruiting graduates with attractive career paths and robust training programs.
Conclusion
The conversation between Tony and Sean paints a vibrant picture of the car sales industry, illustrating its hidden potential and vast opportunities. From breaking the stigma and embracing technological advancements to the critical importance of relationship building and an entrepreneurial mindset, their discussion provides invaluable insights for anyone considering a career in car sales.
The industry's evolution, coupled with the dedication and passion of those within it, makes it a rewarding and fulfilling career choice. So, if you're someone who enjoys cars, values customer interaction, and isn’t afraid of hard work, the car sales industry might just be the perfect avenue for you.
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