Many 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]