I just finished up a meeting with a group of sales managers GSM’s, and GM’s in the automotive industry. I asked them what is the biggest problem we have with Salespeople that are on your staff right now? Overwhelmingly they said the biggest problem we have is that the Salespeople can’t seem to land the customer on the right vehicle and that’s why we are NOT closing more deals. Do you know what this comes down to? Lack of listening skills and training.
When I first started selling cars I had the same problem. I used to spend hours with a customer and land them on the wrong vehicle. In-other words I wasn’t listening, I was just selling.
Then I went to a Sales Seminar and eight out of the 10 hours I was there was spent on just listening skills.
The most successful Salespeople in any industry listen to their customers twice as much as they speak. They listen to what’s really important to their clients and customers and then they present the product that fits their customers wants and needs. Don’t try to upsell or switch before your customers even landed on the proper car or product. That will turn them off and turn them against you.
First of all, it allows you to build a rapport with your customer, it shows that you actually care and that you want to listen to what’s important to them. Second of all, it allows you to set up your sale during your presentation because while you’re presenting your product you are constantly referring back to what their “hot Buttons”.
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If you are really having a hard time in the car business or want a job in sales, check out my program where I train you to be better in sales, certify you and most importantly get you a job in the car business.”
Check out careerinthecarbusiness.com
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