Car Sales Training Tips And Strategies Series Pt.1

Putting the Buyer at Ease in 6 Easy Steps

Whenever customers first walk into a car dealership, they immediately feel uneasy. Whether it’s from previous experiences, things they’ve heard from their friends, or the media, immediately they put up a defensive wall to save them from fears such as:

· Fear of Obligation

· Fear of Getting Ripped Off

· Fear of Decision-Making

· Fear of Financial Insecurity

· Fear of Pressure

· Fear of Losing Time

These fears are also known as Reactionary Defense Response Mechanisms (RDR), and these are the challenges that sales people fail before they even get to say a word to the customer. In this part of the Car Sales Training Tips and Strategies Series, we’ll cover the how you can put your customers at ease and in turn, help you get that sale.

Although RDRs may appear bad, there is a positive to it. The more guarded a buyer is, the more you know they’re a buyer because they know they really want that car. That’s why they’re so scared because there’s a very good chance that one of those fears can turn into reality. It’s your job to make sure that, not only will their fears not come true, but also that you make sure to prove to the customer that you are there to serve the customer into what’s best for them.

In order to put your buyer at ease, you should create an atmosphere that’s free of those RDRs. Here are some things you can do to put them at ease:

Car Sales Training Tip#1 The Greeting – Greet your customer warmly by introducing yourself and getting their name. Shake their hand and give them a genuine smile so that they feel comfortable.

Car Sales Training Tip#2 BE POSITIVE – Don’t take the negative and defensive things that the customer may say personally. Be positive even if you disagree by acknowledging what he or she may tell you. This way they appreciate the fact that you care about what they have to say and will be more receptive to what you will say later on.

Car Sales TrainingTip#3 Address Their Fears – Bring up the fears that the customer may have that they haven’t even said out loud. If you bring everything out into the open, you can take the next step to properly address them.

Car Sales Training Tip#4 Reassurance – Reassure them that you are there to provide service to them. Reassure to the customer that you understand their fears, but that it’s your job to make sure their fears do not come true.

Car Sales Training Tip#5 Control – Stay in control of the sale by letting the buyer know that they have no obligation to do anything they don’t want to do. Let them know that they’re in control. In return, with their feeling of control, they become more comfortable to you, and in reality, you can navigate the rest of the sale.

Car Sales Training Tip#6 GIVE – Most importantly, you just have to GIVE GIVE GIVE. Give excellent service. Give your full attention.(See Part ll)

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.grantcardone.com

How to stay up tone - Your success depends on it

Car Sales Training Tips and Strategies Series - Part 2

Collect the Right Information in 4 Easy Steps

Information has always been power. Those with more information have better chances to succeed than those with less. In this part of the Car Sales Training Tips and Strategies Series, we’ll cover how collecting the RIGHT information and in a non-confrontational way will help you close more deals.

Why do you want to collect information? You don’t. You want to collect the RIGHT information. The fact that they ate a burger at a diner 6 days ago probably won’t help you too much in closing that sale. That’s random information. The purpose of collecting the right information from your buyer allows you to understand the buyer’s mindset, tastes, needs, and ultimately, the right automobile for him or her.

Does this mean you just ask questions like, “How’s your credit? How much are you willing to pay? If I give you the right figures would you buy it today?”

NO.

If you asked questions like that, not only would you make the customer feel uncomfortable but also your chances at getting honest answers are slim to none. Do that and watch your chances at selling that car disappear. Most auto sales training programs would simply tell you to get information but not how to approach getting that information because how you approach asking is just as important as what you ask.

How to Collect the Right Information in 4 easy steps:

Car Sales Training Tip #1 Ask Positive Questions: Finding out information on the buyers car would allow you to understand their tastes and would help you to choose the right unit for them.

Car Sales Training Tip #2 Be Polite but Direct: Your attitude determines how receptive someone will be as much as what you ask them. Be direct but don’t forget to BE POLITE. Treat your customer with respect and be positive while doing so and you’ll gain respect back.

Car Sales Training Tip #3 Ask for their Opinions: Ask your customer questions that require no write or wrong answer, but simply their opinions. You’ll be amazed at how much information you get simply by asking how someone feels or what he or she thinks about something.

Car Sales Training Tip #4 Ask Buying-Habit Questions: By knowing what kind of vehicles they’ve bought in the past, you can get a better picture of what kind of car they’re most likely going to buy in the present. History has shown that people are creatures of habit.

Remember, information can only help you in getting that sale. By knowing your customer, you’ll know the best way to provide them with what they want and need. In order to serve, you must know.(See part-lll)

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

In order to sell you must be sold

Car Sales Training Tips And Strategies Series - Part 3

Qualifying The Buyer

Questions control the sale. Questions lead to everything else:

1.) The Presentation of the Vehicle

2.) The Negotiation

3.) How You Close the Sale

In this part of the “Car Sales Training Tips and Strategies” Series, we’ll go over why it’s so important to correctly qualify the buyer and the simple steps to doing it.

Asking questions should be simple enough right? You’re just getting information? Wrong.

You can’t sell someone the right kind of car when you don’t know what the right kind of car is for him or her. You don’t know that because you haven’t spent enough time getting to know them, their wants, their needs!

You can’t just ask any question and expect to get an answer. Even if you do get one, it’s probably not going to be an honest one. The way you ask questions and the actual questions that you ask will determine the kind of answers you’ll get. From those answers, you should be able to find out 3 things about the customer:

1.) WHAT kind of car they want.

2.) WHY they want that kind of car.

3.) HOW they can buy the car/ you can make sense of them making a decision

Most of the salespeople out there start off by just going into detail about the cars they’re trying to sell without knowing if they would even fit the buyer’s needs. Not asking is even worse than asking bad questions. Bad questions are still bad for a reason.

If you start asking blunt questions like, “How much do you owe?” or “How much can you afford to pay?” You’re going to put the already defensive customer into an even more defensive mode. You will lose that sale.

One question (well-worded and presented) can get you multiple questions. For example, if you ask a customer, “What do you like about the car you have?” chances are that they won’t only give you one reason. They’ll give you a list of reasons and maybe even lead themselves into telling you what they don’t like about the vehicle. The customer will let their guard down a bit because he or she gets to share their opinion.

Opinions are easier to give than hard answers because there is no right or wrong. They can’t be told they can’t afford the vehicle they want because of their answer. Even if the latter is the case, find out if that really is the car that they NEED. Not want but NEED. Often times the two don’t match. You can only know the answer through asking the right questions, qualifying the buyer.

Car Sales Training Tip And Strategy Get to know your customer, and you’ll get to close that sale.(See part lV)

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

The biggest Mistakes in Asking Questions

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

Close now - 

Car Sales Training Tips and Strategies Series Part 5

Top 10 Secrets to Closing The Deal

There are a lot of things that can aid in your negotiation and closing the deal. Some more complicated than others, but the most important things to remember when closing a deal are the simple things.

In this part of the Car Sales Training Tips and Strategies Series, we’ll go over 10 secrets to closing the deal. These secrets are the some of the most simple of concepts that most people tend to forget.

Car Sales Training Tip #1 They’re ALL Buyers: Regardless of what you may have learned in the past, treat every customer as though they’re going to buy. Don’t place people into categories because once you do, you won’t give all of your focus and dedication to them. You wouldn’t want to spend time on a sale that you think can’t happen. But stay positive and make it happen.

Car Sales Training Tip #2 There is Always An Agreement: You need to have and maintain the right mind set that you CAN and WILL reach an agreement. Invest time in clearing your mind from negative thoughts. Always BE POSITIVE and find the agreement.

Car Sales Training Tip #3 BE POSITIVE: It’s true that you can’t always control what happens around you, but you can know how you respond to it. While negotiating or closing, it’s critical that you control your thoughts, posture, words, and attitude regardless of your customer’s mood. Always be positive at all times.

Car Sales Training Tip #4 SMILE: Not that fake grin that poses as a smile, but a genuine smile. When babies smile, you just know it’s genuine and that they’re really happy. Happiness is infectious. A genuine smile can melt resistance more that any words. Put out that smile.

Car Sales Training Tip #5 Always Acknowledge: No matter what, always acknowledge everything the customer says. Even if you disagree with it, acknowledging the fact that you listened to what he or she has to say will bring you appreciation and mutual acknowledgement to what you have to say which will help.

Car Sales Training Tip #6 Acknowledge First, Disagree Later: It’s almost inevitable to come across a disagreement during any negotiations. At the beginning of a negotiation, always acknowledge an understanding first instead of immediately disagreeing with what the customer has to say. Forgo the disagreement until later on. This way by letting them know that you understand where they’re coming from in the beginning, it softens the customer instead of immediately building a defensive wall and leaves them open to hear what you have to say.

Car Sales Training Tip #7 Solution Finder: This is what could differentiate you from amateur to professional. Instead of focusing on the negative, again, be positive and FIND THE SOLUTIONS.

Car Sales Training Tip #8 Be Dedicated: Be so dedicated to the point where you refuse not to close the deal, this is beyond selling, beyond negotiating, this means being a professional. Dedicate yourself to the point where you’ll do whatever it takes to end your interaction with the customer driving away in that car.

Car Sales Training Tip #9 Learn the Closes: Apply all the possible closes you know and go learn more! Know them like the back of your hand, and you’ll have the arsenal to make that close!

Car Sales Training Tip #10 Provide True Service: You can do everything (presenting, demonstrating, agreeing, building trust, etc), BUT until they sign on the dotted line, you are not providing true service. True service means closing the deal and providing the customer with a car they’ll be smiling driving out of the dealership with.

That’s it. These concepts may seem simple, but as with anything, it takes practice and daily training. Success isn’t hard to achieve because if you want it, do whatever it takes to get it. Success is your duty and responsibility. Go get it!

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

The importance of Closing the deal

Automotive Sales Training and Management Series Part-6

10 Rules For Closing a Sale

Getting to the close may seem like the hardest part of the sale, but once you get there it’s like running a marathon and you’re a step away from finishing. Don’t quit when you’re so close. Cross that finish line and close that sale.

In this part of the Automotive Sales Training and Management Series, we’ll cover the top 10 Rules for Closing a Sale.

1. Take a Seat: Always be seated when negotiating a closing deal. This is one the most important rules sales people often forget, and it is proven that you hardly close any deal if you are standing up or in a casual posture. You need your buyer’s unspoken agreement, commitment, and attention to close the sale.

2. Back it Up: Spoken agreements sound great but mean nothing unless you have something physical to back up those words. Always have a legal contract or at least something written that contains what you both agreed on, and highlight the positive, because people believe in what hey see, rather that what they hear. For example, write down the price and verify what the customer is getting, and I guarantee they’ll value you and the situation more.

3. Say What you Mean: A professional salesperson knows the importance of capitalizing on time, effort, and energy in their job. Communicating clearly, efficiently, and confidently will save you a lot of time and suggest optimism and credibility. Have real meaning to everything you say. Project your intentions through your voice, get to know what you are going to say, said it confidently.

4. Eye Contact: Keep your eyes on whomever you’re talking to. If you’re talking to someone and their eyes start to wander, you know immediately you don’t have their attention. Make sure your customer knows they have your full attention, and you’ll have them. There is no auto sales training that will teach you how to this skill, but knowing this will keep you ahead of the herd.

5. Laugh: There is a universal language that although no many people know how to speak it, everybody can relate to it, that language is called “humor”. Knowing how to apply humor in the right occasion is a skill you can also learn. It creates a lighter environment that eases any tension. Salespeople that know how to make customers laugh will close more sales the rest guaranteed.

6. Weaving the Sale: This is one of the most difficult parts of the automotive negotiations and takes real skill to achieve it. When after getting “No” after “No,” you need to work the sale loop, reinvent your questions, persist, and convince your buyer to get the final “Yes”. Here is where you can separate the real professional with the average seller. Get the champion out and learn how to weave the sale to close it.

7. Know Your Closes: Have an arsenal of closes available, so you don’t repeat yourself. Most people fail because they lack variation. Write down all of the situations based on your previous experiences and prepare yourself for future situations. Get your arsenal of closes because having knowledge means having power and freedom.

8. Stay Close: Try to eliminate any situation where you have to leave your customers alone. Sales people need to stay close to the buyer because that time together builds credibility and trust. Leaving your buyers alone cause a sense of doubt and insecurity about whether or not they should go through with the purchase. Increase your customer experience and shorten the closing time.

9. Once Upon A Time…: What helps you connect with someone? A shared experience. If you’re able to tell a good story about the car, the dealership, or even something about yourself that they can relate to, you’ve got the trust of the customer because he or she can empathize with you.

10. Lean on the Pen: After all the previous steps, the last thing you need to do is have your customer ink-up, lean on that pen, and get that signature to close the sale. Your pen is like the sword to a warrior, no pen, no game.

Being that close, you can’t let this opportunity slip away. In this economy, every sale counts. Follow these ten steps, sell those cars, and get the success that you deserve. If you enjoyed this article, be sure to check out the rest in the Automotive Sales Trainingand Management Series. Remember, CLOSE. THE. SALE.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

The cost of not Closing the sale

Automotive Sales Training Vll: The Road to the Sale in 13 Steps

The Road to the Sale in 13 Steps

The sale is not an easy journey to get through. In this part of the Automotive Sales Training and Management Series, we’ll discuss that journey and avoiding the pitfalls of it.

In this part of the Automotive Sales Training and Management Series, we’ll on the road to the sale in 13 easy steps.

The Road to the sale will prove vital to salespeople in getting to identifying the product, learn how to present the product, making sense of the proposal, and closing the sale successfully.(see part Vl)

Automotive Sales Training Vll: The Road to the Sale in 13 Steps

1. Attitude: Have a positive attitude. Love what you’re doing and the product that you are selling. Be genuine in your want to provide service to your customers. GIVE. GIVE. GIVE.

2. The Greeting: Smile! Give a firm handshake. Stand up straight. Introduce yourself clearly. You’re on the fast track to starting a great sale.

3. Fact Finding: What’s critical, or important in the buyers mind? What are their desires and beliefs toward the car? Find out the answers to these questions and you’ll be one step closer to closing that deal by providing them with what they want.

4. Appraisal: Get to know the rules of negotiation when the buyer is trading something in to set up the selection and demonstration. This will help with structuring your negation.

5. The Selection: By knowing what kind of car your customer is looking for, you can have an idea of the selection of the right options to satisfy your customer’s wants and learning about their buying patterns.

6. Demonstration: This is when you take the time to show off the features and benefits of the selected automobile and demonstrate them to where you create a strong urgency and desire for the customer to purchase the vehicle.

7. Trial Close: Here you can test where the buyers are in their ownership process, and make sure that the car fits the buyer’s needs and how close he/she is to buying the car.

8. The Service Walk: This is when you walk the customer to the Service department and introduce them not only to the service people but also letting your customer know that service does not end after they walk out of the door.

9. Write up: Very vital! You should write up a proposal to present to the customer and enter into negotiations. Write each and every one of your customers. NO exceptions.

10. Negotiation: This is the junction where the parties come to an agreement. This is not when you go back and forth, this is the time to find a mutual place of AGREEMENT.

11. The Close: Use and specific technology to get agreement and action to exchange things of value with each other. There are literally hundreds of ways to close a deal. Get to know all of them in helping you seal the deal.

12. The Delivery: Make sure that the customer is fully satisfied and understands how to use all the features of their new vehicle. Personally make sure you provide an efficient follow up with your customers to ensure higher chances of customer comebacks and referrals.

13. Follow Up: Staying in touch with your clients to make sure you continue the customer satisfaction experience. This will allow you to build relationships, grow your network, and establish a strong business platform.

Re-read this article if you have to, but no matter what it takes, memorize these thirteen steps and I guarantee you’ll find success in getting those sales. Selling is like any sport, the more you train, the better you get. Utilize this Automotive Sales Trainingand Management Series and get better, sell more, and grab that success!

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com