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...
There are three types of salespeople in the auto industry.
The Order Taker
The Presenter
The Closer
Each is important, and most organizations have all three working in different departments throughout the business. While the definition of each may be somewhat self-explanatory, it may be helpful to examine each one a little more closely and how learning to be a closer can help you sell fewer dealer-trades and more inventory vehicles.
n sales of any kind, you will go through a period where everything you do works well and then another period where you feel like you’ve lost the magic.
That’s why it’s essential to be a student of sales and have more than one or two closes in your pocket. Here are a few to store away in your memory.
How many objections are there?
In my opinion, there is only one.
When the fluff is stripped away from any objection, what the customer is really saying is: “You haven’t provided enough information to give me a reason to buy from you.”
It feels like begging, doesn’t it? You just spent an hour or two with this customer, and now you’re about to send them on their way in their new car. How do you ask for a referral without making it awkward?
Many salespeople, even experienced ones, think of closing as a set of words that happen after you’ve presented the price and you want to get your prospect to say “Yes, I’ll take it!” and sign on the proverbial dotted line. That is flawed thinking.
When you get started in a dealership as a new salesperson you’re quickly introduced to words and phrases that are likely very unfamiliar to you. Every industry has jargon, (special words or expressions that are used by a particular profession or group and are difficult for others to understand.) and the dealership is no different.
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.
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