It is key for customer-facing sales professionals to be equipped with traits that make them good communicators, but in today’s auto sales market, it takes more than good communication to make profits. If you’re looking for sales tips for the coming year, consider how you can make a difference in your sales with an introverted approach.
What does having an introverted sales approach mean? Here is a look at the top areas to focus on to move in this direction:
Information Over Flashy Salesmanship
Car buyers arrive at the lot well-informed. So much so that they need the salesperson to fill in minute details that only well-informed people can provide. Pricing is something about 90 percent of buyers are already informed about through online resources. They’re not interested in hearing a sales pitch; in fact, they’ll probably be turned off by it.
Given this information, your dealership should focus on hiring sales people who are devoting energy toward learning everything they can about the products they’re selling, as well as accessories. It’s important for your sales people to be one step ahead of the customer in their knowledge of the cars you are selling.
How many of your sales professionals are comfortable with your CRM? Due to the fact that you need more data-driven personnel on the lot, this is becoming a priority for more dealerships.
Dealership databases contain vast amounts of information that can provide you with sales opportunities. Your sales professionals should be able to root around in your data and make sense of it, parsing out opportunities as they take their experience in data mining to a new level. When you see an applicant with data mining experience, make them a priority.
We are living in a time of ultimate customer centralism. Your sales team needs to do everything they can to make customers happy, cater to their needs, solve their problems and most importantly – give honest answers.
Not only are you making the right decision in a moral sense, you’re also doing yourself a great service where advertising is concerned. Yet it’s not advertising in the traditional sense. When your sales professionals approach their communication with clients with complete and total honesty, the client will tell other people about it, which means when it’s time for them to jump into the buy cycle, they’ll come to you because they know they can trust your sales people.
Is it time to reconsider what you look for in a sales person during your hiring process?