Automobile sales prospecting is a key focus of Selling Process Tips.
Think Like an Owner
Following distribution of a Success Tips Ezine, I received several emails regarding the line “If you are a commission automobile salesperson, then you are operating a business.”
It caused at least a few to rethink their role in commission sales.
As a commission salesperson, here is the gold in “…you are operating a business…” – Think Like A Business Owner!
Consider this scenario.
Monday morning you arrive to start your sales day. Friday was payday so your commissions are all up-to-date. It is now your first shift in a new commission period.
If you are a 100% commission salesperson, then you have zero dollars in your earnings account.
Guess what. It is the same for the owner. Until a sale is made, there is no new deposit in the owner’s bank account either.
To change your financial position, to get some commission in your earnings account, you need a sale. Getting your next sale starts with prospecting for sales opportunities.
Automobile Sales Prospecting Is An Action
If your income is commission based then prospecting for sales opportunities is critical for survival.
Automobile salespeople and automobile sales managers often have a difference of opinion on just what prospecting for potential buyers is.
Here is what automobile sales prospecting is NOT.
It is not taking a walk-in or greeting a shopper on the lot.
It is not taking a phone-UP or working an internet lead.
In fact, it is not even following up on a walk-in, a phone-up, or internet lead.
In each of the above, these potential buyers came to buy at the Dealership. You just happened to be the one to greet them.
In other words, you now have a sales opportunity because of Dealership marketing or external factors, NOT because of something you did.
For you, the commission salesperson, the definition of sales prospecting is you doing something that:
- uncovers potential buyers and
- causes them to specifically look for you.
Sales prospecting is an action.
Your prospecting effectiveness is measured by the number of meetings you have with qualified contacts as a result of your activity.
Remember: Nothing happens until someone sells something.
Sales Champions – people like you – Make It Happen!
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