The way most car dealerships set goals for their salespeople has no merit. First of all, many dealership managers do a horrible job of communicating goals! Dealership management knows how many vehicles need to be sold to generate revenue -- Upper management has...
A prospect decided to make a purchase when he realizes that there is more value in the product than there is in his money.
At its core, that’s your job; demonstrating the value in your product.
Value is the reason people buy.
It’s a well-established fact that people would prefer to do business with their friends. It should be no surprise to you that part of our sales training is building rapport and making friends.
The best skill a salesperson can have is rapport building. Besides earning you a genuine friend, It makes closing significantly less confrontational.
The first thing most customers want to talk about is price. But it is probably the last thing that matters.!
When I was early in my sales career, I was trained to ask the customer what their budget was.
My manager instructed me to qualify the customer by saying something that completely derailed the sales process.
If I could change only one thing in most dealerships, it would be salespeople’s habit to rush the sales process.
The sales process should accomplish two things:
It’s well established that selling to repeat customers is significantly easier than selling to a fresh up or internet lead.
If you’re an outstanding salesperson, your overall closing ratio is probably around 20%. If you greet ten fresh ups on the lot on Saturday, you can expect to sell about two cars, spend all eight hours fighting an uphill battle of selling on price, trying to earn the customer’s trust, attempting to build relationships and
Doing these five things after every sale will help fill your sales pipeline forever.
Forget the CSI score. Forget the TO to your manager. A 5-Star delivery will help you sell each customer more cars! These 5 steps will get you there.
Work hard to make friends, and you won’t have to work very hard to do business with your friends. It’s common knowledge that people would prefer to do business with their friends. People like having “a guy” or “a girl.” As much as you want to build relationships...
Every salesperson EVER has wondered what the best closing question is. The secret to closing is really no secret at all. Everything you do, say and ask will lead to a sale.
Scenario: You're trying to help a customer buy a car. Your customer has brought along one or more people who've been given the responsibility to provide your customer advice and try to keep you from being a pushy salesperson and talking the customer into making a bad...
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