​Tom Stokes – Playbook for Success
Assessing Drive, Coachability, and Real-World Grit

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Start with basics

 

1. How far do you live from the dealership?

2. How long have you lived in area?

3. Do you own your vehicle?

4. Do you have a Texas DL?

5. Can you work every Saturday?

6. Do you understand what a Draw is?

7. Are there any questions you want to ask me before we keep going?

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Understanding Motivation & Personality

• Why do you want to sell cars?

• What do you think makes a great salesperson?

 

Technology Comfort & Social Presence

• Are you active on TikTok, Instagram, or Facebook?

• Can you confidently make a short video introducing yourself or a product on social media?

 

Basic Communication Check

• Can you confidently speak on the phone with strangers — and handle rejection or tough questions without getting rattled?

• Are you able to write clear, professional emails and texts that represent the dealership well?

 

Assessing Communication Skills & Emotional Intelligence

• How would you handle a customer who’s unsure about buying today?

• Tell me about a time you had to deal with a difficult person. How did you handle it?

 

Exploring Work Ethic & Internal Drive

• How do you stay motivated — especially when things get tough?

• Share a goal you set for yourself and how you achieved it.

 

Evaluating Customer Service Mindset

• How would you make sure every customer has a great experience at our dealership?

• Describe a time when you went above and beyond for someone — customer or not.

 

Cultural Fit & Coachability

• How do you take feedback or criticism?

• What does teamwork look like in a sales environment to you?

 

Scenario-Based Thinking

• Imagine you’re given a list of leads to call. Walk me through how you’d plan your day.

• A customer walks in and says, “Just looking.” What do you do next?

 

Are They Manageable?

• Tell me about a boss you enjoyed working for — what made it work?

• Tell me about a boss you didn’t click with — and why?