HARDISON’S TIPS – OCTOBER 7, 2020
SKILLS YOU NEED TO BECOME A SUCCESSFUL VEHICLE SALES PROFESSIONAL (PT.2)
Other than technical knowledge, persuasion may be the most valuable skill for a car salesperson. It is not an easy task – some customers only do ‘window shopping’ while others can’t make up their minds whether or not they should purchase the car. Selling the benefits of the car is not enough; in many cases buyers who walk into the dealership will need an extra nudge to make the purchase decision. The car salesperson can hone their persuasion skills by using social proof i.e. convincing the customer that the car is in high demand, or by making their products seem limited or scarce.
Car salespersons deal with people from all walks of life. These customers will have different personalities, different views, different budgets, and different requirements. For example, if the salesperson senses that a customer is a calm and reserved person, he will not interact with the customer in a pushy manner.
Ability to listen to what the customer has to say
A successful car salesperson maintains a good balance of communication between himself and the customer. No customer wants to be approached by a salesperson who only talks about the cars they’re selling and what makes their dealership the best. Make sure you allow the time necessary to let the customer have their say. A good listener pays attention, makes good eye contact, doesn’t interrupt what the other person is saying and displays genuine interest in what’s on the customer’s mind. You should do your best to make sure all customer questions are answered promptly with useful information.
Ability to sell effectively over the phone
It’s not uncommon for customers to phone your dealership first to inquire about a car they’ve seen online or in a newspaper. In these cases, you need to be able to use the phone as a sales tool. This means asking the right questions and determining the customer’s needs.
If a customer ends up not buying a car they viewed at your dealership or didn’t show up for an appointment, you may be required to follow up with them if they have not already made the purchase elsewhere. Remember that customers want to feel like they’re talking to a human being so it’s important to be acquainted with basic business phone etiquette such as politeness, patience, using inclusive language like ‘we’, empathy, etc.
To conclude, if you interact well with others and know everything there is to know about cars and the industry, being a car salesperson might be the perfect way to put your skills to use. However, every job comes with its pros and cons, therefore, it is important to learn as much about selling cars as possible before you commit to this career.
Make It A Champion Day!
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