Car Sales Training Tips and Strategies Series Part.4

6 Ways to Choose the Right Auto Sales Training

While it is true that training can improve the sales results of an auto dealership, there’s no shortage of car dealerships and managers that question the return on investment (ROI). Before you determine the cost of training, you should consider the cost of all the missed deals that result from not training your sales people. Sales training has failed many car dealerships because it was incorrectly executed, immeasurable, outdated, and the information is irrelevant. Therefore, it didn’t actual help in improving the sales or solving the problems of any businesses. How do you know which auto sales training program actually works?

Here are 6 ways to choose the right Auto Sales Training Program:

1) EVERYONE Must Train – From the managers to the sales people, everyone needs to train daily. Through not including management suggests that the training is not important enough for the whole dealership totally embrace. There should be engaging training content that management can use to solve issues, conduct meetings, and even be used to train sales people during the day.

2) Have High Expectations – Auto sales training isn’t something you should do. It’s something you MUST do to increase your sales! The training program should be viewed as vital and beneficial to selling more cars, generating more revenue, and boosting your success!

3) Auto Sales Training Segments Should Be Short & Interactive – Segments should be 3-5 minutes long keeping the viewer engaged and interacting with the program. Our Sales Training Virtual Technology utilizes interactive engagement and testing through a quiz at the end of each segment that asks one question for each minute of training content.

Grant cardone

4) Auto Sales Training Must be Measurable and Rewarded –Someone’s sales training progress should be tracked and rewarded as if it was the same as the number of sales they close. Studies show that training regularly done over long periods of time will create higher levels of sales production. If you can’t measure someone’s progress, then you won’t know whether or not something’s effective; simple as that. Our program uses a built-in monitoring system that tracks everything a user does while on the program, including their length of time, the segments viewed, and whether or not the user passed or failed the testing portions.

5) Auto sales Training Should be Geared Towards Everyone – Whether a sales person just started a week ago or is a 5-year veteran, the sales training program should be made accessible to everyone in the dealership. The information and skill presented should be able to help improve the skills of inexperienced and experienced sales people. Also, 80% of the training content should be focused on the proven sales associates.

6) Auto Sales Training Should Be Daily and Consistent - Every staff meeting should include training and a minimum of two additional segments watched daily by your sales team. Throughout the day, everything is all supported with sales coaching to solve any issues that may come up. This part was added by through our virtual technology whereby sales associates can interactively consult me in real- time, and I’m able to coach them through a sale and improve their chances of closing the deal.

To guarantee a ROI, half of the success of an auto sales training program is based off of a program that is all-inclusive in providing you with the tools needed to succeed. However, the other half is dependent on you and your sales team’s dedication toward consistent, daily training. If you are able to have both halves of the puzzle, you’ll have the key to successfully sell in any economy and watch your numbers sky-rocket in no time! (See part V)

Grant Cardone,

International Sales Training Expert and NY Times Best-Seller

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