Some people are born salespeople. They arecharming, personable and influential. But for most people, being a salesperson means learning to live in a world of rejection.
And that's okay. Part of selling is accepting that every customer you talk to isn't going to buy from you. But that doesn't mean you can't continue to grow as a sales team member.
The more you grow and learn, the better you become at talking to customers and making sales. Part of this experience is learning what not to do. You need to avoid deal-breaking car sales mistakes.
Read on for eight examples of mistakes you should avoid at all costs.
1. Not knowing the product
One of the biggest car sales mistakes you can make is not being able to answer important customer questions. If you don't know the product you're trying to sell, you won't inspire customer confidence. Furthermore, your lack of expertise may cause the customer to question the entire automotive industry.
On the other hand, taking the time to learn everything you can about the types of cars you offer can make you a more persuasive seller. You can listen to what the customer is looking for in their next vehicle and use your expertise to explain why a particular vehicle is a perfect fit for his or her needs. The more you know about vehicle specifications, the more leverage you have in making a sale.
2. Talking too much and not listening to the customer
Whentraining your sales team, it is important to discuss the importance of being an active listener. Salespeople need to really listen to customers to better understand their wants and needs. Don't make the mistake of talking too much and assuming you know what your customer wants.
Salespeople often profile customers based on their appearance. They assume they want a specific type of vehicle or are working with a specific budget. Not only can this approach be offensive, it can also ruin a sale.
Instead, teach your sales team how to encourage customers to voice their opinions and tell you exactly what they are looking for and why. A good salesperson can identify a customer's goals to help them find the right product.
3. Being too pushy
Coming across as a pushy salesperson is one of the most common mistakes in car sales. Even if most customers understand that you operate on a commission-free basis, they still won't appreciate feeling pressured or bullied into making a sale.
Remember, you are there to direct the customer to the right product, not to insist that they buy something. Even though your position is necessary to generate revenue, people don't like thatsold to. The harder you push, the faster they drop you.
4. Make promises you can't keep
Talking to customers about the vehicles they are interested in is the key to making a sale. You should also talk about promotions and discounts they may be eligible for.
However, there is a line between promoting a sale and outright lying to a customer. Don't make promises you can't keep.
For example, if you feel like a customer is slipping away, don't offer a price that you know your boss won't approve. You are only raising the customer's hopes only to disappoint them.
5. Have poor communication skills
As mentioned above, some people are born salespeople. They were able to sell a bright red popsicle to a woman in a white dress on a hot day. While these skills may come naturally to some,can be learned.
Train your sales teams and help them perfect their communication skills. Salespeople should be charming and friendly. They also need to know how to talk to customers in a way that is engaging and memorable.
A customer who comes for a follow-up visit should be able to remember the salesperson who initially spoke to him. If they didn't, they didn't make enough of an impression.
Finally, every member of the sales team must have a positive attitude no matter which way a sale goes. If a customer is about to walk away and he or she notices a negative change in your behavior, this will only drive them away faster.
6. Focus on costs instead of value
One of the more innocent mistakes when selling cars is talking about cost instead of value. Yes, customers want to know they are getting a good deal on a car. The more money you can show them saving, the better.
However, selling a product is also about sellingvalue. Focusing on value instead of price is an effective car sales strategy. You need to make it clear to the customer how the car will make his/her life easier or provide a solution to his/her problems.
7. I don't know how to close
Another common sales mistake in any industry is not knowing how to close a sale. This usually happens for two reasons.
First, a seller may lack confidence. They are the opposite of a pushy salesperson and don't know how to close a deal.
Alternatively, some sellers leave things open. This often happens when a customer says, "Let me think about it" or "I need to talk to my partner."
Building a strong sales teammeans teaching your people not to leave things open. They should always schedule follow-up appointments or obtain contact information from potential clients.
8. Not following up
Finally, remember that most people won't make major purchases without taking the time to weigh the pros and cons. They have to think about their finances, talk to their partner, figure out payments, etc.
However, a customer who leaves is not necessarily a lost sale. Don't make one of the worst car sales mistakes by not contacting potential customers. You can do this through emails, text messages, phone calls, or personal greetings.
Avoid car sales mistakes and maximize your profits
Do you want to maximize your car dealer's sales? If so, it's important that you avoid the car selling mistakes mentioned above. But more than that, you need to invest in your sales team.
We want to help.Contact us todayfor more information about our training services. Our company exists to help retailers like yours become more profitable.
