She went “car shopping” for two weeks, visiting different dealerships in an attempt to determine which one might be the best place to work. Albers described the first dealership she worked at as being “a tremendous training ground” because of the sales process they had in place. “For somebody that’s never been in the business, you really need to have that sales process ingrained in you.”

The one-year commitment has become a 12-year career for this grandmother of 10. Eight years ago she started at Jeff Belzer’s Chevrolet Dodge Kia. Now averaging over 20 vehicles a month, she is also one of the dealership’s highest-grossing salespeople. “I think it all boils down to a good interview,” Albers said, adding that if the customer can give her a road map of how they purchased their last vehicle, she can use it to sell them the next one.

She noted that many customers who come to the dealership aren’t buying simply because they want to; rather, most of them have a problem and need a replacement vehicle for one reason or another. “I really enjoy fixing the problem,” she said, “and sometimes you have to be creative with how you’re going to fix it.”

Her most memorable example was a couple who worked different shifts so they could both use the gas-guzzling, tricked-out truck they were upside-down in. Albers put them in two new cars through the lease program for less than what they were paying per month for the truck.

One of the keys to success in sales is, according to Albers, “Don’t have down time … I never wait for a customer to walk in the door.” She works the dealership’s lease portfolio. Rather than waiting for business to show up, she’d rather call and introduce herself to a customer whose salesperson is no longer there, and let them know she is available to help them with their vehicle needs.

“People are receptive to it,” she said. “Anybody that has to replace a vehicle has a problem, typically, and they need somebody to assist them in taking care of their problem, so why not be the one?” She feels like she’s had a bad day if she hasn’t spoken to at least 10 customers, whether it’s on the phone or in person.

Product knowledge is essential to being a good salesperson, especially at Jeff Belzer’s, where they handle three lines plus used cars on an open sales floor. After noticing how many salespeople were not completing their product training, Albers began keeping a schedule for everyone. New car sales manager Tom Cavanagh said Albers keeps after everyone to complete their training. They often refer to her as “the den mother of the dealership.” He also added, “She’s a great woman and just a great, great asset to our company.” Last year, their dealership was the only Chevy store in the country to have 100 percent of its staff complete their training, something Albers was quite proud of.

Customers wonder what’s next for Albers, who’ll turn 60 this fall. She said, “Lately this last year I’m getting a lot of customers saying, ‘We’re just concerned that next time you’re not going to be here, that you’re going to retire.’” So, is retirement a possibility? Not likely. Albers decided to set a new goal: “I’m going to try to be the oldest woman doing this,” she laughed. When you love what you do, who needs retirement?

Our congratulations to Linda Albers, Sales Professional of the Month, and thanks to new car sales manager Tom Cavanagh for bringing her to our attention.

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