In our last couple of broadcasts of the ‘Real’-ationship Series, we’ve been talking about this guy who came to a seminar. In the car business, the national average is about 8 cars sold per month. That’s the benchmark most dealerships work with—8 cars a month per salesperson. But then, you meet someone like Ali, who completely shatters that standard. Ali didn’t settle for average. In fact, over the course of a few years, he went from selling 25 to 30 cars a month to selling a jaw-dropping 209 cars a month—by himself, with just an assistant.
Let me break it down for you.
Ali’s Growth: From 30 Cars to 200+
- In his first year, Ali was selling 25-30 cars a month.
- The next year, that number jumped to 43.
- Then it was 62 the following year.
- Then 73 cars a month.
- By 2015, he was averaging 92 cars a month.
- In 2016, he hit 115 cars a month.
- By 2017, Ali broke the world record by averaging 131 cars a month.
- And last year, he averaged 209 cars a month.
So, what’s the secret to his meteoric rise? I invite you to watch this week’s video to hear more about it.
It’s not luck. It’s not about cutting prices or offering huge discounts. Ali’s success is rooted in something much deeper—he asks the right questions, truly connects with people, and understands what they really want. He doesn’t just sell cars. He sells possibilities, solves problems, and creates futures.
The average car-buying experience takes 3 to 4 hours. But Ali figured out how to get it down to 15 to 25 minutes from the initial “hello” to delivery. How? By understanding his customers on a level most salespeople never reach.
Ali doesn’t waste time selling someone a “four-door sedan with leather seats.” Instead, he asks his clients about their needs, their dreams, and how they want to feel when they drive off the lot. He’s selling more than just a product—he’s selling a feeling, an experience, a future. And when his customers realize that, they tell everyone they know.
This is the key to Ali’s success. His customers don’t feel like they’re buying a car—they feel like they’re investing in their future. And when you sell that way, people don’t just buy from you—they refer everyone they know.
Here’s what we’ll dive into next time: How does Ali ask the questions that allow him to connect so deeply with his clients? It’s not about surface-level questions like, “Do you need a car with all-wheel drive?” It’s about getting to the heart of what they really want—and, more importantly, how they want to feel.
Imagine this: A family walks onto the lot, and they think they need a mid-size SUV. But after spending time with Ali, they realize what they really need is a vehicle that makes them feel safe, confident, and excited to hit the road for family vacations. It’s not just about selling the car; it’s about understanding the emotion behind the purchase.
The moment you connect with that emotion, the sale becomes effortless. The customer doesn’t feel like they’re buying a car—they feel like they’re stepping into their next chapter. And that’s what keeps Ali’s numbers so high.
Think about your own experiences. Have you ever walked into a house and felt like your identity shifted the moment you started imagining yourself living there? Maybe you visualized your family sitting at the dining table, or you saw yourself making breakfast in the kitchen. That’s when you know you’re connected to more than just a physical space—you’re connected to the feeling of what that space means to you.
That’s what happens when Ali sells a car. He’s not just selling a piece of metal with four wheels; he’s selling the feeling that comes with driving that car—the freedom, the pride, the security, the adventure. He helps his customers find the spirit of their new life. It’s not about what they’re buying, and it’s not about what he’s selling. Want to know how we sell 100 cars a month? 60? 80? It’s simple: We don’t sell cars. We sell the future.
We solve problems. We create opportunities. We are part of our customers’ futures. And when we focus on that, the sales take care of themselves. People don’t feel like they’re being sold to—they feel like they’re making an important decision about their life with someone they trust guiding them.
So, the next time you’re working with a customer, remember: You’re not there to sell a product. You’re there to help them build a future, solve a problem, or achieve a dream. And that’s where the magic happens.
Stay tuned for our next post, where we’ll dive deeper into the questions Ali asks and how you can use this approach to take your own sales to the next level. Because when you sell futures, not products, the sky’s the limit.
In the comments below, tell us about YOUR business? What’s your transactional/relationship ratio? Are you ready for more?