HARDISON’S TIPS – JULY29, 2020 – NEW SALESPERSONS TIPS
These car salesman tips are just what you need to help train new hires.
It doesn’t matter who you employ; both experienced and amateur salespeople need training, and it’s your job to give them car salesman tips that will help them succeed at your dealership. Your approach to training can have a significant impact on their success as an employee, and on your dealership as a whole.
Every hiring manager has their own set of car salesman tips, but we think these are some of the most important.
1. Dress affects success.
Your dealership may not have a dress code, but it should, and it’s best to present it when you first hire someone. A first impression is powerful, and appearance is a big part of that. Whether your dealership chooses suits or casual-professional attire, choose a neutral color palette. Clothing should be clean and pressed, and team members need to maintain a neat appearance. Comfortable, but professional work shoes are essential, especially with all the walking involved. It’s better to keep a simple dress code. The only thing that should shine is a salesperson’s ability to connect with clients.
2. Memorize your inventory and lot set up.
Sold units, auction purchases, and customer trades all change a dealer’s inventory. Staying informed of the stock is crucial to a new hire’s success and is one of the first things they should learn. Whether they walk around the lot and study the cars in person, or monitor their inventory through your CRM tools, it’s important to know what they have to offer before they even talk to a client.
3. CRM tools are a salesperson’s best friend.
CRM tools have come a long way since their introduction to the auto industry. The best CRM tools are invaluable to your sales process. They can assist with client research, scheduling, team accountability, and client communication. It’s essential to train your new salesperson how to use these tools so they can work efficiently. When you teach your team to use CRM tools in their daily routine, they can ditch the clerical work and focus on what matters: selling more cars.
4. Enhance efficiency by using a CRM mobile app.
The use of a CRM mobile app can help your team stay connected, even when they’re out of the office, or making a delivery. Mobility is especially helpful for new hires looking to familiarize themselves with the inventory or CRM communication features. When you use technology in your day-to-day, it’s important to train new employees on these processes from day one.
5. The office isn’t the only place to worry about compliance.
Compliance mistakes happen in every department, and sales is no exception. When training, make sure your team has all the resources they need to stay up to date on current laws and ever-changing compliance guidelines. Whether it be the new Buyer’s Guide changes or laws regarding vehicle titles and sensitive client information, it’s vital to educate your team, or your dealership could face substantial fines.
6. Customer retention matters.
While new leads are fabulous, repeat customers are incredibly cost-efficient and the foundation of any good dealership. New hires need to be aware of any retention programs available to customers. It’s also important as a manager, to share any car salesman tips you have that might help your new hire’s customer service skills. Don’t forget that their success, means better dealer ratings and reviews for the entire dealership.
7. Continuous education is critical.
Car sales is a business that continuously changes. With all the changing processes and compliance guidelines, it’s essential to encourage continued education for all your team members. If you’re signed up with an association such as NADA or NIADA, then you have access to relevant dealer training and compliance resources to help keep you up to date.
Taking the time to prepare your approach will save you and your trainee lots of frustration. It’s easy to create a binder or spreadsheet with the necessary online training resources and car salesman tips. By creating training instructions, your trainee can focus on their education even when assigned trainers are busy. When their training process is efficient, they can start selling sooner.
Make It A Champion Day!
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From his success on the sales floor of an automotive dealership to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer. Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.
Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. ShopSmartAutos.com took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.
Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit RichieBelloBlogs.com. https://www.itworld.com/article/2783373/gm-warns-dealers-about-working-with-pure-play-online-auto-sellers.html