|
|
| Sales Training Information |
|
|
How to Build a Repeat Client Base in Automobile Sales
Here is a question I recently received from a young automobile salesperson: "I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is hard for me because I am very young. The rest of the sales guys are at least 40 with many years of experience. I would like to ask you for some personal tips so I can surpass these guys. I don't have a repeat client base quite yet, but I'm working up to it. I would appreciate if you wrote me back." Here is the answer that I provided to this young go-getter: You can really set yourself apart if you focus on learning how to ask questions to determine the key factors behind your prospects' buying decisions. If you ask good questions, your age will rapidly become a non-factor as your prospects gain respect for your courtesy and professionalism. Ask penetrating, insightful questions and listen very carefully to each prospect's answers to your questions. Those answers will tell you whether the individual is a prospect that is worthy of a significant time investment, and, if they are, how you can best help them buy. Too many automobile salespeople are focused on trying to cram a vehicle (any vehicle) down someone's throat. Or, they are fixated on features of vehicles that they themselves admire. Here is an example: One time when I was looking at cars, I met a salesman that waxed eloquent about a particular car's engine, horsepower, 0 to 60 time, and other "gear head" specifications. I politely informed him that those things did not matter much to me. As long as the car could perform decently when I was passing someone on the highway, that was all I needed to know about its engine and horsepower. I was more interested in the car's appearance and the quality of its interior appointments. Yet, even though I explicitly told the salesman what my primary interests were, he kept peppering his conversation with "gear head babble". I found his behavior to be quite amusing, but it did not help him make a sale. That doesn't mean you never want to discuss engine specifications with a prospect. Just reserve those conversations for people that are truly interested in such things. They will make themselves known by the kinds of questions they ask and the general focus of their comments. When someone visits your dealership, a good place to start a conversation is by finding out what brought them into your store. Here are some questions you could ask:
If you ask questions like the ones noted above, you will prepare yourself to provide the best possible service to your prospects. In many cases you will also help them clarify their own thinking about how they will make their buying decision. Remember, people don't like to be sold, but they DO like to be helped to buy. Facilitate the buying process, help your buyers rationalize their purchases, and help them make choices that fulfill their needs and wants. When you do this, the end result will be happy, satisfied customers that buy from you repeatedly and provide numerous referrals! Copyright 2005 -- Alan Rigg Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions: What is "Account Management"? What skills and talents are required to excel in Account Management? What activities must be performed to maximize Account Management ROI? Providing answers to these questions is the focus of this article. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? 7 Ways to Get to the Truth: When the Sale Disappears Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. Less is More: Quick Tips to Improve Your Sales I'll be brief. If not I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then. You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased because anything that helps me understand more ways to use what I already own is pretty useful to me. Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you are in the Winner's Circle at your Next National Sales Meeting. 3 Tips to Get Clients Now "I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition? The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. How Pareto?s Principle Impacts Your Sales Success Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas: Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. 10 Killer Ways To Multiply Your Sales Would you like to multiply your web site sales? Or course you would, who wouldn't? :) Then take a close look at the following 10 killer ways to multiply your sales... Business Appointment Success or Failure One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you? Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
