Auto sales training can take many forms. However, one aspect of selling cars that such a training seminar should include is to tackle the main reasons why car sales professionals fail. Why they fail to keep visitors to their premises happy, fail to convince prospects of their knowledge and fail to convert them to customers. In short, why they fail to sell cars!
If there is one single aspects of any sales training seminar, it is this. Irrespective of how personable or friendly an individual member of a car dealership or lot may be, if they are unable to sell cars then they may as well not be there! So what are these reasons for failure and what can be done to eliminate them? Here are the three major reasons for this.
Three Reasons Why Car Sales Professionals Fail
Failing to Ask for the Order
It is important for any sales professionals that they ask for the order. They can spend time talking to prospects, showing them a number of vehicles and explaining all the pros and cons they want, but if they do not ask the customer for an order, they will not make a sale.
Ignoring the Power of the Internet
Before anybody visits any dealer, car lot or anywhere they can buy a car, they are likely to visit the internet first. If they are looking for a particular vehicle they will look that up and explore the specification of that vehicle. They will also be aware of the various options available and of the potential finance options available to them. You must be prepared for this.
Failing to Keep in Touch
Do not allow your potential customer to disappear once they leave your premises. Too many salesmen and women allow the prospect to walk away without leaving their contact details. There are many cracks they can fall through, so you must seal these up and keep in touch.
What Auto Sales Training Can Teach You
First, you will be taught how to approach a visitor to the premises and how to rapidly establish their needs. If you fail to do this quickly, you will wasting a lot of time boring your prospects by showing them vehicles that fail to meet these needs.
You will be taught the importance of asking for the prospect to buy the car. You should do your best to persuade a potential customer to purchase a vehicle in which they are showing specific interest. Be aware of the specifications of each vehicle so you can recommend that once you have established exactly what they are seeking.
If you have website, make sure you have a registration form for your newsletter. This has been proven to be a very effective way of keeping in touch with prospects, and often leads to sales. Not everybody visiting your website will visit your dealership or car lot, but they might if you have something that interests them. An auto sales course will show you how to use the internet to your advantage.
An easy way to keep in touch with potential customers is to get their contact details. Get their home address, phone number or email address before they leave (preferably all three.) You can promise to contact them if you find something more suited them. Most will provide these details – or at least one of them.
Ask if they want mailed when new cars come onto your lot. Many will not be interested, but every email address you get is a potential customer.
The Importance of Knowing Your Vehicles
Unless you and every member of your auto sales staff are fully aware of the entire specification of every car on your lot, then you are likely to lose the sale through ignorance. Sure, you need to know just about everything about every car you are selling while your customer has read up about only one! Tough! That’s common to many sales scenarios.
That’s where training and experience take over. It is not easy to answer all of the questions you might be asked about that 2010 Chevrolet Camaro, but you can be trained in how to answer such questions without showing your ignorance. Never ignore the power of the internet, and how it provides your potential customers with information of which even you might not be aware. Learn some unique aspect of each car that may impress them, and show your customers that they can trust you.
Car Sales Training: Summary
These are all things that a dealer or used car sales company can do to improve their performance. By being unaware of how to handle even one of the above situations then you or your car sales staff professionals will likely fail.
An auto sales training course will show them how they can seal up the cracks; how they can learn the important facts of the vehicles they are selling; how to approach customers entering the premises for the first time. In other words: how to sell cars.