Historically, auto sales professionals were the primary point of contact for consumers looking to buy or lease a vehicle. But with the rise of third-party comparison websites, and the transparency they now expect from dealership websites, shoppers can research makes and models, sticker prices and local car dealerships without ever having to leave their homes. For many dealers, adapting to this new sales landscape has been a major headache - auto retailers are starting to question how to be a great car salesperson in the shifting marketplace, and what skills and qualities are necessary to be successful in the digital age.
But for those wondering how to be a great car salesperson, which attributes and hard skills are most important? In fact, a Gallup poll found that U. Rather than overwhelming customers with a deluge of vehicle information, financing options and time-sensitive deals, auto sellers should focus on making them feel comfortable and heard.
Even before personalization became a dominant trend in the auto retail industry, car salespeople relied on their interpersonal skills to help customers feel welcome and confident about their buying decisions.
Although it can be hard to abandon the verbal tricks and closing strategies that have been successful in the past, car dealers should focus on creating sales processes that appeal to people , not general consumer demographics.
Services What services are on offer at the dealership? Prev Article Next Article. Get news to your inbox Sign me up! Trending articles on Guides. Previous Article Next Article. Next Article. Thanks for signing up to Minutehack alerts. Brilliant editorials heading your way soon. Okay, Thanks! Once the introduction has been made to potential customers, you are bound to have questions pouring into your inbox.
However, only you can give them the full picture along the car buying process — not Google. Part of figuring out how to be a successful car salesman right now is learning to adapt. So, to stand out in the new level playing field, you need to give prospective clients direct answers to their questions on a more personal level via automotive video email.
It can come across as condescending. Instead, gently steer them toward the truth. Video is the only way you can get this across with empathy. Plain-text email answers can be misinterpreted. Part of mastering how to become a good car salesman means perfecting the art of identifying what your customers want and delivering on those expectations.
Unfortunately, that can give them tunnel vision which can be difficult to get past. If they want one model of car that looks good and goes really fast, you can offer them similar options and thus provide a wider selection. And you can accomplish this before they even step foot in the dealership. So, when they do make it to your lot, they come in with a more open mind and test drive the cars they liked most in your videos.
Doug really focuses his video on the car, and how its features will benefit his client. So, he will know just what to expect from the vehicle when he comes to test it out in person. These videos save both you and the customer time. And this will make the decision phase go a lot quicker.
Of course, patience has always been an important factor in the auto sales process. In the meantime, you can reach out to these customers with a video thanking them for stopping by the dealership. Tell them how much you enjoyed showing them cars, and welcome any questions they may have. The fortune, after all, is in the follow-up.
The more you can cultivate relationships with every video email, the more likely you are to get the deal.
0コメント