Automotive Sales Training and Management Series - Part 1

Theautomotive industry is one of the biggest industries on this planet. More jobs are created in this industry than almost any other industry in the world. It’s no surprise that when there’s so much competition out there, all sales people need to step up their game to get that sale.

All auto sales representatives need automotive sales training. This will be the first of an eight-part series to help improve your ability to SELL SUCCESSFULLY. This first article deals with creating the perfect selling environment.

When most people walk onto a car dealership, they’re usually hesitant and uneasy. Whether from personal experience or simply hearing horror stories of the stereotypical sleazy car salesman trying to overcharge and add in secret fees, that’s the stereotype you have to break. You have to put the customer at ease and the first step to doing that is by creating the perfect buying environment.

Start your automotive sales training with 10 steps to creating the perfect buying environment:

1. Smile: Probably the first thing a customer will notice when they walk into your dealership is the look on your face. And you want that look to be smile that gives off the intention of wanting to provide any and all service and assistance to that person.

2. First Words: You’ll never get to make a second first impression. Whatever you first say to the customer, make it count. The first word should always be, “Welcome” so the customer so that they feel at ease with you.

3. The Posture Of Giving: Your posture is as important (if not more) than the first words that come out of your mouth. Stand up straight. It shows confidence. People immediately gravitate towards confidence.

4. The Handshake: The handshake has been around since as early as the 5^th century BC. Since then, there exist numerous styles and studies about what makes a great handshake. Every person in the dealership CEO, managers and employees should craft the art of a genuine, strong handshake. It should be firm and quick, showing them that they have your full attention.

5. Be the Expert: The information you provide will help get you that sale. Customers usually come in knowing very little about the car they’re looking for, and even if they do have knowledge on the vehicle, it’s your job to know even more, to be the expert. If you can confidently answer any and every question they have, you’ve got their trust.

6. Don’t Pressure, Be Supportive: The number one reason people prefer to shop online is to avoid the feeling of being pressured to make a quick decision. When you’re able to slow down, keep a friendly distance, and listen what the customer has to say, you’re being supportive, putting them in a comfortable position.

7. Be A Server Not A Seller: One of the biggest mistake managers and salespeople make when they see new people walking into the store is to think money, profit, and commission rather than focusing on the service it takes to get the latter. Focus on providing excellent CUSTOMER SERVICE, and the rest will take care of itself.

8. Watch the Clock: Experience has shown me that you have an average of half an hour to do whatever it takes to build the trust necessary in securing the sale with the customer. Don’t rush things, but also make sure not to drag the experience out for too long.

9. Attitude: One of the major make-or-break factors in any sale is your attitude. If you give off any sort of negative attitude, no matter what you say or do that sale is gone. Stay positive! Be enthusiastic, affirmative and confident in what you’re selling, and you’ll find that your attitude will be contagious too.

10. Be Real: Being genuine is one of the best parts of your job. People are usually afraid of being taken advantaged of at a car dealership so put them at ease with the fact that you’re genuinely there to help them make the best decision. It will also set you apart from everyone else out there. Honesty is one the most powerful sales tools you have, so USE IT!

As long as you follow these ten steps, that sale won’t be far behind. As you continue in your automotive sales training, remember, nobody will pay for a good impression, but you won’t get paid if you don’t make one.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com