In order to make sure your sales team is serious about making your dealership successful they need to be armed with the right tools. The following are a few training tips that will get your team motivated to sell, retain customers, and upsell contracts while adding some value to your business.

A Listener Is a Closer

A sense of hearing is the most important sense a salesperson can cultivate. They need to listen to the customer and not just 

their words. Listening needs to be more important than the sales pitch; in fact, the sales pitch should be shaped by what they hear from the customer.  Also, listening helps the salesperson know when they need to jump in and negotiate and secure the sale.

Never Leave Money on the Table

Remind your trainees and employees that if they don’t make a sale or secure an additional contract on a sale someone else will.  This should especially be highlighted for your F&I department, as they secure contracts on commission and have no business not making every possible offer to the customers. Remind them that every opportunity missed is money taken from their pockets.

Follow-Ups, Fuel Cash Flow

Managers must remind their sales team that a follow-up is another sale waiting to be locked down. This is true for both new and used car sales as last year’s customer could easily be an asset a year or two down the road. The sales team needs to strive to maintain contact via customer relationship management (CRM) tools, and make an effort to secure referrals whenever possible. By taking advantage of the CRM they are ensuring future income for themselves and the dealership, and-above all-spreading the renown of your company’s branding. Remind the team that follow-ups contribute to disposable revenue and lead to company expansion, more benefits, and raises.

Stay Focused On Success

When your sales force arrives at work they need to be focused on closing. It takes a certain kind of attitude to consistently and reliably convince clients to buy, and managers need to support this attitude and individuals with this talent. Make sure they have answers to whatever question customers might have, counter arguments ready and a path to closing the sale always on their minds. Finally, be sure to reward the people who do their homework and close sales.

Use Your Eyes to Make a Connection

Your sales team needs to also cultivate a sort of trustworthy gaze. This gaze should be confident and attentive without being overbearing or avaricious. An assuring look can be as valuable as a great offer when applied at the right moment and with the right words. Sales people need to show customers they are committed to leaving them happy with their purchase.

If you want to know more about automotive sales training contact our experts and find out more.