Auto Sales Training – Strategies and Tips For Success

Considering that 8 out of 10 clients on your lot want to buy a vehicle the same day, you want to be the auto salesperson that decides to sell it to them. Getting, keeping and closing the sale are your goals. SO here are a few tips to help you hone those skills.

Tip #1 Get To Know Your Client

Asking the right questions can make or break the relationship you are trying to build with your customer. Salespersons that stand around with other salespersons and are unavailable to customers never make the sales. Look at your top earner: does he or she stand around with no contact with clients? In order to get their trust and their sale, you have to have a line of communication open. Ask about who the vehicle is for, what business they are in, and if the car will be used for business or pleasure. This will not only help you find out about qualifying information such as credit and price ranges, but will help you to guide the client to the car they want.

Tip #2 Auto Sales Books

There are many books available such as manuals and inventory sheets at your lot. These can be used to help you learn the inventory, as well as the options on each type of vehicle. If a customer asks you what type of car will get the best gas mileage, you don’t want to stand there with your mouth hanging open, so have an answer. Look over the information and get some hands on experience. This will give you the opportunity to practice your presentation and demonstration of the options as well.

Tip #3 Auto Salesperson Secrets

Many of the salespersons at your company will give you ideas and tips on how to do your job. But remember that this is your job, and you have to come up with your own way of feeling comfortable and making the sale. Make sure to keep your client comfortable and always guide the conversation. If you let the client guide the conversation, you may end up with more objections than you can overcome. Answer all the questions you can, and be honest. Clients make your pay, so don’t ignore their concerns or they will walk away.

Tip #4 Wrapping It Up

Clients normally voice objections during the closing of the sale. You may hear that the spouse needs to be involved or the price is too high to afford. Offer the use of your office phone to contact the spouse, and if the price is too high, there are other vehicles that have fewer options available for a lesser cost. Give the customer no reason to leave; because once they are gone, the sale is too.

Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It’s a must read car sales training course to help you profit more from car business.

Sales Training Tips From the Ancients

Sales training is not new! In point of fact, it’s been in existence almost since the dawn of time. There are numerous Biblical stories which show the worth of some of the age-old habits. Two, in particular, are well worth a second look even today. The Parable of the Sower and the Parable of the Fig Tree both have intrinsic wisdom which many sales people don’t always appreciate.

The basic truths of these lessons from the past are used in many of today’s training courses although, perhaps, you may find them wearing new clothes in a modern incarnation. Most selling is grounded in some sort of mathematical formula which measures the correlation between the items sold and the quantity of people approached in the first instance.

This is an historical fact going right back to Biblical times. However, if you’re skeptical, dig out the family Bible and read “The Parable of the Sower” – you’ll unearth it in the Gospels, the one according to Mark, and it’s a great illustration of some fundamental sales training.

Picture the scene some 2000 years ago – an ancient way of life where seed was broadcast manually from a basket. Inevitably, some fell on a path and was eaten by birds; some fell on stony ground and was blown away; some fell among weeds and choked as it grew; but some seed fell into good soil where it grew and bore much fruit, yielding 30%, 60% and even 100%…pretty much a classic description of calls/sales ratio straight from an up-to-date sales training manual.

To put it in sales and marketing training parlance, there is nothing new or magical about finding prospects – it’s not easy but, keep in mind always, sowing must come before reaping; as epitomized in this lesson.

The “Parable of the Fig Tree” suggests you look hard at the sales person who is not performing and, like the fig tree in the Biblical parable, cultivate, nurture, develop and train. However, if eventually after much cultivation and tender loving care, there is no fruit – then unfortunately the assessment must be made whether to hack it down and re-plant with yet another tree. Yet another priceless lesson in the basic sales training tips from Mark.

After 2000 years the ways of sowing the seed have dramatically changed for the better but the basic idea, reinforced by all sales trainers, is exactly the same. The more additional suspects you uncover, the more often you repeat the message, the greater the chance of switching them to a prospect and thence to a customer. And, if you do it often enough, the law of averages dictates you will find enough customers based on the number of approaches made.

It certainly entails rigorous sales development training with self-discipline day after day and week after week. Nevertheless “results” are the name of this particular game and, in the early days, you’ll make up in numbers what you lack in skill. In the fullness of time, with training and determination the sales ability improves and likewise the sales/conversion ratio.

This truth is incontrovertible, but many supposed professional sales people still refuse to accept it. Why?

Because, as an exceptionally wise man once observed – Selling is Simple; not Easy, but Simple – and that, of course, means consistent training in sales closing techniques, telephone sales training preceded by a well-planned prospecting activity.

Being aware of what to do is only half of the story – doing it, day after day, even though it’s easy, requires perseverance from a special kind of person…a person who is prepared to accept the discipline and will absorb the basic lessons, crystal clear in sales training tips from Mark.

Eight Top Sales Tips for Sales Success

Being a sales rep is a challenge for many of us. There’s lots of competition and loads of choice for customers. So how do you become better at sales to achieve higher success? Here are some tips that will help you to get better results faster!

1. Solidify your character. Becoming good at sales rests upon one main key. A trustworthy character. If you’ve got the ability to build trust and reliability with a customer then you’ve got a good chance of developing a long term sales relationship. A strong character is built by doing the things you say you’ll do, and being the kind of person who provides more value than they consume. A good person in all areas of their life.

2. Teach what you know to others. If you can become a good teacher, you’ll build respect earn the level of authority you need to be considered an expert in your trade. Teaching others is a great way to solidify your own skills and make sure you know them inside out. You’ll even learn more about yourself and others as you teach!

3. Always seek to improve yourself. Self improvement is the key to long term growth. Keep reading and learning about more and more as you go. It’s a never ending process!

4. Become an advocate of your product or service. Only sell and promote products or services you can back up 100%. The key to being able to make good sales is to sell good products and services!

5. Train your communication skills daily. Communication skills are the cornerstone of all sales interactions. Learn about body language and emotional triggers. The better you can communicate, the more people you’ll be able to relate to and the more sales you’ll make.

6. Read all the books you can get your hands on about sales and marketing. Reading more and more books means getting better variety and flexibility in the way you communicate. More flexibility means you’ll be able to relate to a larger variety of customers.

7. Ask good questions. Qualify your customers and make sure you ask questions that will encourage conversation.

8. Listen well. One of the main keys to communication is being able to ask good questions, and listen to the answers. Being a good listener will mean people will want to talk to you. This is great, as they’ll be telling your their needs and wants so you can sell them products.