HARDISON’S TIPS – MARCH 1, 2021 – HOW SALES TRAINING CREATES A BUZZ ON THE SHOWROOM FLOOR
7. Match Your Style to Your Customer
Mirroring is a technique where the salesperson reflects the customer’s way of speaking. If you’re similar to the customer they find you likable.
Use the customer’s speaking style including volume and mannerisms. Let the customer decide how fast or slow the sales process moves.
When you mirror the customer you form an unspoken favorable connection. That rapport can help make the sale.
8. Be Patient, Not Pushy
It’s important not to come across as pushy when working with customers. Don’t be aggressive. Be patient.
Buying a car is a major decision. If you pressure someone to buy too fast, they may leave. Instead, give customers time and space. Support them by answering questions and providing options.
A good rule is to treat every customer as if they own your business. Treat them with respect. If you’re patient their car-buying experience is pleasant.
Happy customers buy cars from you again. They tell their friends and family to buy cars from you. They give good ratings on customer satisfaction surveys.
If you’re rude or demanding, people warn others to stay away from you. Being patient leads to more sales, happier customers, and referrals.
9. Dress for Success
If your company has a dress code, follow it. If it doesn’t, create your own. You want to look professional, clean, neat, and confident.
Your first impression can make or break a sale. Whether you wear business casual clothing, or a shirt and tie it should be clean and pressed.
Wear comfortable, but professional shoes. Never wear sandals or tennis shoes. Show up for work in shorts and sandals and people wonder if you know what you’re doing.
If you smoke, make sure you don’t smell like an ashtray. Don’t overuse your cologne.
Dress and behave in a professional manner. Choose pleasing, neutral colors. You want people to notice you, not your clothes.
Remember that your customer is a guest in your dealership and may not know the processes to buying a vehicle. Always guide and keep them Informed on every step that is going on.
Remember, buying a car is a major decision. Be serious about your part in the process. Bring your A game by looking and acting like a professional. The payoff is more sales and referrals.
Make It A Champion Day!