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Like any other type of sales there are certain sales skills that
are required to make sales and often there are concepts and
practices that are specific to an industry.

I noticed this comment in an article relating to car sales
training and was struck by how relevant it was in all of the
various sales roles I had been involved in.

“The problem I see with most salespeople is that they want to
take shortcuts and skip steps.”

I couldn’t agree more.

You cannot start pitching until you have established some sort
of rapport and trust with the customer. And tell me how can you
sell a product if you haven’t asked questions to find out what
they want ?

Now that is just the absolute basics. There is an art in being able
to drill down on the customer’s wants and desires. And if you are
interested in car sales training in order to sell more cars you can
do no better than taking advice from the best car salesman
that ever lived. Joe Girard.

Just noticed some interesting articles on car sales training, maybe worth a read:

• How to Handle Objections in Car Sales Training | Free Auto Sales …
  
  t; – More information on handling objections for the car salesman.

• protected: tca: objections write-up – there is no excerpt because this is a protected post.

• The Car Salesman and Bad Mouthing Competition – Bad mouthing your competition is not a professional or an effective car sales tactic and one of the quickest ways to lose the sale. I see it quite often with new sales people, but I still see and hear it at times with veteran car …

• Car Sales Training Blog – One stop resource for Car sales training – If a person is into sales then he/she should have great selling skills. A salesperson should be able to close deals. If the salesmen are unable to close deals then they are not at all considered to be good in their profession and so a proper sales training is very essential for a sales person.

Technorati Tags: car sales training

This requires a great level of flexibility on the part of the sales person because you have to adjust what you say and how you say it to each and every customer you talk with. This is what separates the “order takers’ from the salespeople!

I read an article recently that stated “Over 70% of customers purchase something different than what they had in mind when they went to purchase a car’. This does not surproise me. During the days I was in B2B selling I had a similar experience. I’d often walk into a prospect’s office with an intention to sell “X” but wind up some weeks or months later with an order for “Y”.

Great salespeople who have had car sales training always sell what is available and what’s inline with the customer’s wants and needs. When the two align perfectly the selling job can be very fast and easy.

Often during a sales interaction (a good one) a prospect will realsie that there are things they wanted in a car that they hadn’t thought about before the meeting. When this happens, even if you do not make the sale there and then the customer will leave happy, because they have found a better alternative and better understand their own desires.

So, the idea is selling well benefits both the salesperson and the customer. The sales person gets happy customers, more money, and more referrals. The customer benefits because they will not spend an additional time getting confused, and wasting their valuable time trying to find that perfect car! They find something better than they had imagined.

People buy cars once every 2 to 7 years, but we sell them every day. You should be the product expert. The customer expert, and the sales expert. One way to be sure you get the highest percentage of sales possible is to get some car sales training and stop winging it!

Since you need to ask questions to determine where your customer is at and stay in control of the sales process I’m going to offer you the simplest process I know for starting a sales interaction.

You simply ask the prospect what are they after in a car, and make sure they answer this question fully.
Do not ask what they “need”, no time to go into reasoning here just trust me that there is a difference.
You could also ask for what they are looking for but that presupposes that they are a person who processes visually.

So, the prospect replies to your question with “I need a car that’s economical” and stops talking.
You respond with ” anything else?” or just raise you eyebrows and say “and?” if you still have trouble getting answers you may have to start asking about size or color or the number of people that will be in the car.

You will likely end up with a series of statements like the following:
I need a car that’s economical and can seat four people comfortably and has 4 doors.
I want one that brakes and accelerates really well.
I’d like one that looks cool and has a long warranty,

OK, now here’s what you do.
Repeat that back to them in EXACTLY the words they gave you.
“So let me see if I’ve got this right, you need a car that X, you want it to Y and you’d like it to be Z”
Watch their reaction when you say this. It will often be one of relief or joy that a salesp[erson finally gets it. You will have established rapport with them and they’ll be willing to talk further.

You then need to go on to defining what they mean by some of the words they use e.g. what is “economical”, “accelerates well” and “cool”.

When you don’t have an exact car to the customer’s request, show them what you do have, and how it may accomplish the same thing, or even why it may be better. Never ever, focus on what your vehicle does not have that the shopper wants, always focus on what it does have, and how it will benefit them. Understand though, that it very hard to negotiate around a “need” it is much easier to negotiate “wants” and easier still to negotiate “likes”.

Assuming, this goes well you then run across the hard part for the average winging it car salesman; convincing customers that now is the time to buy!

But that will have to wait until another post.

Technorati Tags: car sales training, sales training

It can be difficult to deal with and has the possibility of taking the whole meeting off track.

The following video handles that scenario and at the same time enhances your reputation with the prospect.

http://www.theshopperstopper.com The absolute BEST way to handle the customer bringing up “the other dealer”

Duration : 0:1:34

Technorati Tags: car, Cardone, closing, Cooper, grant, Jackie, Mark, Mike, sale, Shopper, Stoner, Stopper, techniques, Tewart, tracks, training, word

It’s interesting how most people become sales managers. They are first a good sales person and then suddenly find themselves promoted.
Not much training involved.

I think the same is true for salespeople in general.
Many are thrown in at the deep end and the old “sink or swim” principle applies.
Much better if there is some training involved.

http://www.proactivetrainingsolutions.com

How much good are all those “desk people” and “closers” doing you when you have an empty showroom? Great managers are defined not by what they do when they have a showroom full of customers, but by what they do when there are no customers in the showroom! This automotive sales management session is not to be missed.

Proactive Training Solutions, founded in 1991 by Alan Ram, provides dealerships, dealer groups, manufacturers and individual users with the following:

• Automotive Sales Training
• Automotive Telephone Training
• Automotive Management Training
• Automotive BDC Training
• Automotive Internet Training

Duration : 0:4:8

Technorati Tags: Alan Ram, Allan Ram, Allen Ram, auto dealer training, auto sales coach, auto sales training, Automotive Management, Automotive Sales, car dealer training, car sales training, how to sell more cars, increasing auto sales, manage sales activity, selling more cars

Duration : 0:4:51

Technorati Tags: Auto Expert, auto sales, Auto Trainer, Automotive News, Best, Best Trainer, Car Dealerships, Car Expert, Car Guy, car sales, car sales trainer, Coaching, Consulting, Drakulich, Driving Force, Driving Up Sales, drivingupsales, Management Consultant, Management Trainer, Motivation, Motivator, Peter Drakulich, trainer, training

Duration : 0:1:28

Technorati Tags: automotive, car, cars, dealer, dealers, sale, sales, synergy

Duration : 0:5:33

Technorati Tags: auto sales, car sales, Consultant, Driving Up Sales, Expert, Motivator, Peter Drakulich, trainer

Duration : 0:1:37

Technorati Tags: BMW

http://www.failingenterprise.com/

there is also another site where people go to complain about companies in general (not just enterprise) and yet enterprise is about 4th or 5th on the list of most hated jobs.

http://jobvent.com/

I just want you to look this over not to change your mind, but to gain some insight that the hiring manager might not share with you so you can ask the right questions before taking the job.

the MT program is not for everyone.

The manager told me there isnt much training but they will answer any questions i have and help me along..

wheres a place to start? I’ve been just reading on the cars and specs…

what should I know ? everything about the cars? or just some things

any tips on customer greeting, dealing, closing?

any advice would be great

thank you so much

Being familiar with the cars the company has on the lot is #1, you must be well prepared to explain what type of car they are looking for ( lifestyle) and what you suggest. However to suggest anything you must know those cars in and out, from the space for long legged people to the cd player and even the milage it gets per gallon.

If you are car savvy, you cant miss a sale if they really have the money to buy. Many people come undecided and really dont have the money. However if they really are ready to buy, if you know what can work for them your good.

Talk about the size of their family, if they will travel together or separate, used for work and type of work matter also. Lets say he is a contractor, im sure a car wont work, they will need a truck for their ladders.

You just have to know cars and types of people work duties, such as a nurse vs. chef.
A nurse may carry med supplies so a Chev HR or PT cruiser may be good for them.
A chef may want a truck with lots of truck space with fold down seats for the unexpected pickup or delivery.

Just try to think into their world and you cant go wrong

Good Luck,