Professional Selling – Automotive

Professional Selling AutomotiveMany automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. They get started. They learn the product and what the special offers are then push them on the next client who comes into the dealership.

When you entered the selling field, you may have thought, “Now my job is to talk and talk and talk.” So off you go. “Here it is folks. The single, best answer to your driving needs. Oh, you’re going to love it. You’d better get one now before we run out of inventory!”

The professional automotive salesperson, the true Champion, realizes that people have two ears and one mouth, and that they should be used in those proportions. This means that after talking ten seconds, you switch your mouth off, switch your ears on, and listen for 20 seconds. This also means that instead of overwhelming your future client with your knowledge of the automotive industry and your particular line of vehicles that, you encourage them to tell you what they know, what they need and what they want.

Let’s compare the two methods. [Continue reading]

Earn the Right to More Yeses

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Even though you may have won a yes from your buyer, it's important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), … [Continue reading]

Guide to Sales Success

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The guide to sales success is simple really. Plan out the best actions to take. Then act on your plans. Self-discipline really encompasses nearly everything in life. Do you remember in school when you were given 30 days to write a term paper? Did … [Continue reading]

The Three Principles of Rapport

Building Rapport

In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you: Buyers like salespeople who are like them. Have you noticed how friends adopt each … [Continue reading]

The Time Trap Close

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The Time Trap Close works best with larger ticket items such as retirement plans, or long-term investments. Your goal with it is to get people to admit they need to take action today to ensure the future of their dreams. People are funny. That's … [Continue reading]

Strategies for Servicing Listings

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In order to be successful in real estate in the long run, it's important to learn strategies for servicing listings well. In an active market, and when your listings are priced right for that market, you won't spend much time servicing listings … [Continue reading]

The Myth of the Natural Salesperson

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It's sad, but true, that many people think they can't do well in sales because of The Myth of the Natural Salesperson. This common fallacy is a destructive idea that I'd like to eliminate from your mind right now. Having trained more than … [Continue reading]

5 Ways to Rethink No

As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly don't. That is until I ask questions. The questions I ask when I hear the word "no" are designed to draw them out, to get them to clarify, … [Continue reading]

Sell Like JFK & MLK

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Occasionally, I like to share great ideas from other trainers. Please enjoy this guest blog post by my associate Greg Hague, who trains real estate agents. Sell Like JFK & MLK With A Position Against Tradition When Martin Luther King … [Continue reading]

The Triplicate of Choice for Money

I'm often asked how to eliminate money objections. The single best strategy I have is the triplicate of choice for money strategy. Here's how it goes: You suggest three different ranges of "investments" for your type of product. Then you ask the … [Continue reading]