Category Archives for "Selling Process Tips"
In this comprehensive closing manual, I explain and give examples for 60 of the most powerful closing tactics.
Included are my Top Five Sales Closes.
Plus my favorite – you’ll have to get the book to discover this one!
As a career sales professional, you are a brand.
Like any corporate brand building journey, establishing you as a brand means you need to take every opportunity to connect with your prospects and sold list.
People prefer to do business with salespeople they like and trust.
An automobile sales process is not pie in the sky. High income automobile salespeople and truck salespeople follow an automobile sales process each and every contact. No exceptions!
Rembrandt was considered one of the greatest painters in European history.
Do you recognize the names Pieter Lastman or Jacob van Swanenburgh?
Rembrandt apprenticed under each of them.
What does that have to do with selling cars?Continue Reading
An automobile sales manager must challenge his/her salespeople.
One of Tom Peters rants is “Stick to the knitting.” For an automobile sales manager, this means sticking to what you are paid to do. No deviation.
In fact, this is so important that this just might be one occasion when it really is okay to say “It is not my job“. If it is not related to selling automobiles, then it truly is not your prime responsibility!
I thought of this Peterism when a manager shared some thoughts about an upcoming project.
He told me the project will be housed in his facility. But other than being landlord, this automobile sales manager had little to do with the proposal.
What happened is the day after being given an overview of what the project entailed, he emailed the project leader a list of ideas he believed would benefit the project.
Shortly after hitting SEND, the manager received a reply that essentially said “Thank you for the input but stick to your own knitting.”
Vehicle demonstration is the one phase of the automobile sales process where a lot of prospect and sales consultant interaction is a must.
There are many approaches to vehicle demonstrations.
Successful automobile sales consultants recognize winning presentations and demonstrations include:
1. Excitement, Enthusiasm, Energy
2. The Value Expression: V=F+A+B
3. Prospect Participation
4. Lots of Opportunity for “YES” Responses
Is a career selling cars right for me?”
That was a question submitted to my Q&A forum.
Should you be a car salesman?
Great question. Bravo to you for asking.
Many unfortunate people go half-cocked into a job without considering “Is this a career I want?” And yes, a huge YES, selling cars is a career.Continue Reading
A sales training library is the mark of a serious sales consultant.
What’s in his or her personal sales training library, hints of success.
Zig Ziglar, an up from the trenches sales trainer, said, “Lack of direction, not lack of time, is the problem.”
When I first learned this car salesman sales tip, it changed my complete approach to selling cars.
Ask different car salespeople what they think value your time means. You will get a whole bunch of different answers.
Some summarize it as earning enough to be financially secure.
That’s trading time for dollars.
Others desire to have more time and the financial resources to enjoy life.
Again, trading time for dollars.
What about you?
How do you value your time?
An automobile sales career is not what most people think.
Media often portrays automobile salespeople as fast talking, slap’em on the back, let’s make a deal quasi-shady characters.
I don’t doubt there are some car salesmen who do fit this profile. But there are fewer and fewer of them. And, they are rarely found at a reputable car store.
As an in-the-trenches automobile salesman, I look on what I do as a profession. Just like being an accountant, doctor, lawyer, firefighter, pilot, chef, or business owner – a profession.
Get more car sales by knowing more ways to ask for a yes than your prospect has to say no.
Stuff happens for a reason.
Here’s why I prepared 60 Ways To Ask For The Sale Without Being Pushy.
It was actually a brutal awakening, for me.
I had been in car sales for a while and my closing ratio was dismal. Week-after-week I was always at the bottom of the board; the lowest producer. I had to get more sales.
My Sales Manager would give me pep talks, encouragement, and explain some how to’s. He’d get me to do more walk arounds, go over features, but minimal improvement resulted. Regardless of what I did, I just couldn’t seem to to get more car sales.
I knew my stuff. I knew the vehicles. I gave great presentations. But I wasn’t getting the sales.
Automobile Sales Training job-1 if you want the big bucks.
Car sales professionals recognize automobile sales training – closing deals, effectively sourcing leads, moving opportunities to a sale, building solid repeat and referral business, and more – is job one.
There are all kinds of quality automobile sales jobs available. Unfortunately – or perhaps fortunately – there are not all kinds of quality car sales people.
Quality car sales people believe in training and personal development!