Closing More Sales As A Professional Automotive Sales Consultant

Closing More Sales As A Professional Automotive Sales Consultant

Getting the sales you want as automotive sales consultant takes a lot of drive and ambition, something that people occasionally lose when they get into a rut. While you may have taken all of the best automotive training courses with me or any other coach in the market today, you need to get into selling in order to be good at it. Not everyone will make it to be a million dollar sales consultant with the Asbury Automotive Group or any dealership they work for, but with the right drive and passion, you can be living comfortably with the commissions you make.
Stop and think about how you would feel if you went to buy a vehicle and the automotive sales consultant was less than excited about helping you. You’d feel pretty bad, right? You’d probably turn around and head to another automotive dealership. Acting the same way when you are attempting to sell a vehicle will have the same results. Even if you are having a bad day, you have to learn to present a passionate vehicle sales consultant persona every time. Once you learn how to show your passion for selling vehicles, you will find that your enthusiasm will be infectious.
So how do you become passionate about selling?

Here are a few tips to help you find your inner vehicle sales consultant passion and let it shine. After a few tries you’ll find that it is really easy to get passionate about selling vehicles and closing the deal every time.
Be positive. If you let a bad day get to you and you lose your enthusiasm for selling, it’s going to show. Don’t think depressing thoughts, don’t let your personal concerns overcome you and always remember that you and only you can control what you are thinking about at any one time. If you are upbeat and passionate about selling, you’ll be successful.

Set realistic goals. Stop and think about the goals you’d like to accomplish and jot them down on a piece of paper. If they seem too unrealistic, simplify them. If you set out to sell one vehicle a day (141) as you know is my motto that I wear and expected from my Asbury sales consultants who attend one of my training sessions, is a realistic goal. Selling 10 vehicles a day isn’t. Don’t allow yourself to feel like a failure if you don’t meet your goal. You will have days where you do your best and still don’t sell a vehicle.
Learn everything you can about selling. Spend between 15 to 20 minutes a day learning new sales techniques and practicing them through “Role Play”. Remember if you don’t practice the steps with a team member at the dealership in order to win a signature from a guest. You will practice unprepared with a guest and the guest will win. The more you learn, the more prepared you will be to sell your vehicles. By the way have you started practicing for your product presentation walk around at your dealership?
Know everything you can about a potential customer and their business before you pick up the telephone and make a sales follow up call. If you are knowledgeable about them you can help them decide on a vehicle that will suit their needs or position yourself for repeat and referral business.
Be creative and forthright without being pushy to create a lasting impression with your guests and bring them back to you the next time they need a new vehicle.

Finally, have fun. If you do not enjoy your job and do not have fun at it, you will not be a successful automotive sales consultant. If people see that you enjoy what you do and go that extra mile every day, they will be more willing to purchase a vehicle from you than to simply move on to the next dealership.
Make It A Champion Day!

“Sales Training Matters”

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. 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


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