HARDISON’S TIPS – MARCH 2, 2021 – HOW SALES TRAINING CREATES A BUZZ ON THE SHOWROOM FLOOR
10. Get the Details Right
Then you meet a potential customer on the car lot, make a point of remembering their name. Learn and remember the details about the car they want.
Compliment their choice of model and color. It’s an easy way to remember the info. Let the buyer know you understand what they’re saying. Treat them like a friend.
Listen to any concerns. Pay attention to price range, style, and features the customer wants. There’s nothing more annoying than feeling a salesperson isn’t paying attention.
If someone wants an SUV don’t show them a compact sports car. If a potential customer explains budget concerns, respect them. Don’t ignore their request and show them a more expensive model.
When you get the details right you build a good rapport. When you listen to customer concerns and desires, you both get what you want. The client gets the right car. You get the sale.
The bonus is you earn their trust and future business.
11. Be Honest
The worst thing you can do as a car salesman is to be sneaky. Don’t use questionable tactics. Don’t lie or make false claims. More often than not, you lose the sale. You also lose your reputation as trustworthy.
Never lie to customers. Don’t tell them you have a particular model when you don’t. If you make up a mileage rating and it’s wrong, customers assume you lied. You’ll lose their trust and business.
If you don’t know the answer to a question, say so. Tell them you don’t know but will find out. Then, ask a reliable source for the information and report back to the customer.
Never tell customers something because it’s what they want to hear. It’s tempting to please someone in hopes of a sale, but lies don’t work.
People get angry when you lie to them. They won’t trust you. They walk away from deals. The few moments of bliss aren’t worth losing the sale.
Be truthful. If you don’t have a car on your lot but can get it, say so. Don’t pretend it’s already there. If you need more time to detail a new car for pickup tell the buyer. No one wants to arrive at the showroom and wait for an hour.
People understand when you tell the truth. What they don’t understand is when you lie. Don’t leave any room for doubt when communicating with customers.
You want every customer to say you are an honest, trustworthy salesperson.
12. Follow Up and Say Thank You
Don’t assume your relationship is over when a customer drives off your car lot. Follow up with a text, phone call, email, or regular mail.
Thank them for their business. Make sure they’re happy with the sale. Let them know they can contact you with any questions.
Good manners are essential for salespeople. When you follow up, the customer knows you care. And you should care. Every happy customer is part of your marketing team.
Happy buyers tell their friends, family, coworkers, and neighbors. What do you want them to say about buying a car from you?
It’s smart to follow up with everyone. Stay in touch with buyers and potential customers. That way you’re top of mind when they or someone they know want to buy a car.
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