HARDISON’S TIPS – FEBRUARY 3, 2021 – SALES TECHNIQUES FOR VALUE SELLING -1
Car sales for 2017 are almost twice that of eight years ago, clocking in at over 17 million units. Rebounding from the financial crisis is resulting in higher revenue than pre-crisis years.
Maximizing on the surge takes careful attention at every lot. Dealers or managers cannot do so without maximizing their people first.
Hiring and retaining top talent is one of the most critical parts of any successful business. But, even great salespeople have a bad day.
Or, a bad week. New employees also need help as they must learn from experience. No one comes to work to every day to fail. But, every sales person needs help sometimes.
In most cases, the only person standing in their way is themselves. Customers will continue to come in, but if they’re not buying, nobody wins.
Simple car sales tips can help your sales folks find and keep their stride.
Read on for five car sales techniques that are easy to manage and for which your team will thank you.
Knowledge Makes a Powerful Sale
Salespeople do not have to be walking owner’s manual to sell a car. Nor do they need to know profit and loss details of the dealership. But, they do need a little of both.
Most salespeople should understand their business and how to help it grow. For a car salesperson, understanding profit is how they learn to increase their paycheck.
Also, full knowledge of inventory helps them get the customer in the right car. Some customers shop by price and the ability to offer several options can be the key that closes a sale.
Some shoppers do their homework well in advance. They will know current prices and the used vs new car choice. When customers know more than the salesperson, they’ll lose trust and go elsewhere.
The Best of Car Sales Techniques: Know When to Listen
A common mistake for both newbies and old salts is talking when they should be listening. The one truth about every customer, or every human being, is they love to talk about themselves.
When we have an invitation to speak about us, our families, or our work, we’ll take the opportunity. For a salesperson, this is their opportunity.
The more they know, the more they’re able to assess needs, finances, and preferences.
Of course, a salesperson should speak about the features and benefits of a vehicle. But never before understanding the customer’s needs. More than anything else, customers want to know you are listening.