You want to know what top-performing car sales professionals do day in and day out that makes them so successful?
They have a solid foundation. They know their product. They know their inventory. They are confident of their sales abilities. They are prepared.
They come to work to work.
When they are not with a customer:
They work on getting new customers. They follow up with previous customers to get repeat business and/or referral business. They follow with unsold customers and new leads.
They respond to phone and internet inquiries.
They work on their product knowledge.
They work on their sales skills.
They stay up to date on their inventory by walking the lot and checking out new trade-ins.
They maintain a good relationship with other salespeople, finance and sales managers, and other support personnel.
When they are with a customer:
They greet and meet customers professionally.
They build rapport quickly. They get to know their customers and identify their customers’ buying motives, wants, and needs.
They present and demonstrate the vehicle tailored to their customers’ hot buttons. They sell the sizzle.
They ask for the business at lease three times.
They know how to overcome objections.
They sell everything that has value before selling the price and terms.
They close their deals in a positive manner.
They do a proper turn to another salesperson, sales manager and finance manager.
They provide a memorable delivery experience to their customers.
They follow up with sold customers to ensure satisfaction and obtain referrals.