HARDISON’S TIPS – March 8, 2021 – HOW SALES TRAINING CREATES A BUZZ ON THE SHOWROOM FLOOR
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, 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.
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.
