5 AUTOMOTIVE SALES CAREER TIPS FOR SUCCESS
An automotive sales career is exciting and rewarding.
Six figures income is not pie-in-the sky.
The question is, can there really only be five automotive sales career tips for success?
Answer – yes!
A Career In Automotive Sales Is Discovery
Yes, if you follow these five tips you are on your way to being successful.
No, because if you truly embrace them, like peeling an onion, once you get under the skin there are layers and layers of sales techniques waiting to be uncovered.
An automotive sales career is discovery. Regardless of how long you sell cars, you are continuously learning. Or, at least you ought to be.
“The tragedy of life is not that it ends so soon, but that we wait so long to begin it.”
So it is with sales. Like peeling the onion, the tragedy is most people who start out selling cars never venture beyond the first layer.
S.A.L.E.S – 5 Automotive Sales Career Tips
The 5 career tips for success is an acrostic for S.A.L.E.S:
- S – Skill
- A – Attitude
- L – Leverage
- E – Energy
- S – Success
S – Skill Development Continuous Learning
As in all professions, selling success requires developing specific skills.
Successful sales people approach their sales career as an apprenticeship. It is continuous learning.
That learning includes:
- product knowledge,
- presentation techniques,
- communication skills,
- questioning techniques,
- and much more right down to grooming. Yes, grooming is a skill. It is more than a bath, shower, or great deodorant. There is truth in the saying “Dress for success.“
A key skill in this automotive sales career tip is performing daily tasks targeted at keeping your name in front or your customers and prospects. David Stein in his book How Winners Sell wrote “Become an expert in the industry into which you sell.”
Experts are always in demand. Skilled sales people never go hungry!
Experts are always honing their sales skills. They have a personal library of books, digital books, audio recordings, and video on selling.
A – Adjust Your Attitude
By adjust your attitude, I am not referencing building your self-confidence. If you do not already believe in yourself – the buyer will not either.
Here is a knock your socks off sales tip for you, if you are not comfortable with rejection, get out. Selling is not for you.
Don’t kid yourself in thinking you can read a self-help book or two or three and all will be better.
It will not.
Please do not fool yourself in thinking you can attend a seminar or two or three on building your self esteem, on getting tough, and all will be better.
It will not.
Not everyone is cut for the sales tunic. And that is okay.
If sales is for you, here is what I am talking about when I say adjust your attitude.
It is okay to make a buck. Lots of them!
Michael Port, Book Yourself Solid wrote “Becoming comfortable with the sales process requires that you let go of limiting beliefs you may have about being worthy of the money you’re earning and requires a shift in your perspective of the sales process itself.“
This is a key sales aha.
It is okay to make a bundle of dollars for providing your expertise in helping people make a buying decision on something that they need, fits their budget, and their lifestyle.
My personal dollar making criteria is “Is it legal, ethical, and moral?” If the answer is YES then I am making the deal!
By the way, if you are not making an above average income as a commission sales person, you need to find out why. Be sure to look in the mirror.
Knock your socks off sales tip for you. If you are not comfortable with rejection, get out. Selling automobiles is not for you.
L – Leverage You Are A Brand
“To be successful you have to be unique. So different that, if people want what you have, they have to come to you to get it.” Walt Disney said that. Powerful!
“To be successful you have to be unique. …” means you need to step away from crowd. It means that what you promise, what you say you will do, happens. This sales tip is more like a sales commitment.
If you are a commission sales person then this selling tip should be no surprise – you are a brand. You may not own the company whose products you represent. Yet to your customers you are the company. That is leverage.
The online Business Dictionary defines Leverage as “Ability to influence a system…in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.“
For champion commission sales people this means that the uniqueness through which you provide your service, take care of your customers, follow up with your prospects, translates into them promoting you to their network of people. That is multiplying your connections without any significant effort from your end.
In the profession of selling, he or she with the biggest network wins.
What sets you apart?
E – Energy
In an edition of Success Magazine, the article Break the Blame Game stated the following “To succeed in life, that is to be healthy enough to enjoy the work you are doing, you need to excuse-proof your life, especially when it comes to exercise, food choices, stress management, and showing love for the ones you love.“
This selling tip is all about you, your lifestyle, your health, your relationships. To be a one percenter, a top achiever in the selling arena you need to have bounds of energy.
A chili dog and fries is not eating healthy. Parking at the closest entrance, skipping any opportunity to walk a few extra steps, choosing not to exercise does nothing for your energy level.
Eating right, being fit and well rested gives you the edge in tough negotiations. It helps your creativity and maintains your energy level.
Face-to-face, in the trenches selling is tough. It requires stamina and lots of energy. If you are not taking care of your healthy, no one else is. And, as a sales professional, if your are not healthy you will not survive.
This is a sales tip to live for.
This S IS For Success
The most important opinion you have is the one you have of yourself, and the most significant things you say all day are those things you say to yourself.
What is your definition of success?
At thefreedictionary.com success is defined as “The achievement of something desired, planned, or attempted.“
Dictionary.com defines it as “…the favorable or prosperous termination of attempts or endeavors.“
For me, success was best coined by Zig Ziglar, “When you help enough people get what they want, you will get what you want.“
That’s it, isn’t it. “When you help enough people get what they want, you will get what you want.“
Selling is all about helping other people – individual or corporate. As an automobile salesman it is especially about ensuring your prospect gets the right vehicle in a price or payment they can afford.
That is what car sales tips are all about. Success is those amazing moments when it all comes together. That feeling, no that very good feeling, that you have helped someone make a quality buying decision. And you did it. You were instrumental in orchestrating the positive outcome. That is success.
How do you put all of this together.
Start where you are today. A career in automotive sales is discovery. The journey is the adventure. And, do not overlook the power in that the most important opinion you have is truly the one you have of yourself!
Remember: Nothing happens until someone sells something.
Sales Champions – people like you – Make It Happen!