Auto Sales Training to Build a Pipeline Full of Customers |
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By: Mak Nawab Posted: 2009-05-02 08:28:29 |
| Everyone knows that the key to making sales is having lots of people to pitch your product to. The sales industry is simply a game of numbers. The more sales presentations you complete, the more sales you will make. So how do you get more customers to the lot? The truth is that it is up to you. While the dealership probably runs ads about special deals and events, you can determine how many personal customers you receive. After all, a television will bring in hundreds or thousands of new customers half of which may buy a new car. However, someone who is personally recommended to your lot will buy approximately 80% of the time.Auto Sales Training Tip One: Use Business Cards for AdvertisingBusiness cards are a great way to advertise your profession. You can give them out to neighbors, friends, or strangers in the store. If you can offer special deals on your sales use your business cards for personal advertising. You might consider writing specials on the back of your card. Offer a percent off the person's next car purchase. If you are allowed to give away freebies with a car purchase do it. Make a deal with a local car wash and buy in bulk. When someone buys from you, you can give out gift certificates for a free wash. Make sure you write the offer on the back of the card and give every person two cards. That way they can have one and pass one on to someone else.Auto Sales Training Tip Two: Follow Up With CustomersResearch shows that 90% of customers who walk away without buying will in fact buy within seven days. If you let them walk away and don't follow up, chances are that the person will buy from someone else. Instead you need to take some time each day to call everyone who has visited your lot without buying in the last week. Find out what prevented them from buying the first time. You will find that many times a husband was shopping without the wife or vice versa. Invite the client back to take another look at your vehicles. With a 90% buying rate, you are missing out if you let the customer's just walk away.Auto Sales Training Tip Three: Make an ImpressionOver 80% of people who buy a new car cannot tell you the salespersons name a year after buying. This is a sad fact that can hurt your business. You have to make sure you are making a lasting impression. Follow up after the sale to insure the customer is happy. Send out a letter or survey with your name and a thank you note for purchasing. You might even consider sending out thank you baskets. The next time the person is asked to recommend a sales person, you want to make sure they remember your name.My name is Mak and I specialize in training automotive sales consultants to get to the next level in their selling career. I mainly focus on automotive salespeople because I feel they are the most involved people in the selling process of a vehicle. I don't want to go into writing a book about my life but let me give you a brief description.I started selling cars at the fresh age of 18. I have been through pretty much all the stages of a dealership from sales, F&I and management. But what I enjoyed most was sales. I have been through tons of sales training boot camps, completed many courses and spent countless hours of time studying the art of automotive sales. After many years of research and development, I have figured out pretty much what strategies works and what doesn't in this business. If you want a free e-book on automotive sales, check out my website. |
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