Training For Car Sales – 7 x Fundamentals
In this article, you’ll learn seven training for car sales fundamentals that’ll help you know how to sell more cars in an effective manner.
These training for car sales fundamentals are centred around consultative selling.
This means that you’ll take a question based, and solution approach rather than purely presenting an option up front.
Read on to learn how to sell more cars without breaking rapport, and without using cheesy scripts.
Training For Car Sales – 7 x Fundamentals
Training For Car Sales Tip #1 – Build Rapport The Right Way
The first on our list of training for car sales fundamentals, is to build rapport with your potential clients the right way.
Many people think that rapport means to be over enthusiastic and oozing with confidence.
This is an old and outdated sales model – and in fact hurts your sales.
Instead, we recommend building rapport by using matching and mirroring techniques with your body language, tonality and use of words.
Rapport is much more than just appearing to look approachable.
Your dress code will matter, as well as the terminology you use.
To learn how to build rapport the right way, read the linked article below for more detail.
Further reading: A Guide To Building Sales Relationships/ Building Rapport
Training For Car Sales Tip #2 – Qualify Early As Possible
Another important lesson on training for car sales fundamentals, is to qualify – and qualify as early as possible.
Many Car Sales Professionals make the mistake of engaging in their sales conversations and a sales process, with people who don’t qualify for their offer.
When qualifying, ensure that you’re meeting with people who are a valid prospect – versus someone who may just be interested or fishing for information.
Important information to learn include:
- Do they have the budget for the cars you sell?
- Is it just for themselves, or does someone else make the decision?
- Do they actually need what you offer, or do they need a different solution?
- Can you deliver what they want within the right time frame?
By learning what car they’re looking for, their budget, and who will actually be purchasing the car, you can save yourself a lot of time from speaking with people you can’t serve or help.
To learn how to qualify effectively, read the related article below.
Related article: Qualifying Sales Leads – A Step By Step Guide
#3 – Position Yourself Correctly
Positioning and how your potential customer perceives you is also crucial, making it to our list of training for car sales fundamentals.
How you position yourself to your potential clients can make or break the sale, which is why we’re adding positioning to our list of car sales tips for closing easily.
The right positioning means to be viewed as a trusted adviser, rather than just another salesperson.
We recommend that you add something to your sales process called a pre-frame (also known as an intent statement).
A pre-frame is a positioning and objection countering tool we teach in our sales training program called The 5% Sales Blueprint.
In the pre-frame, you want to do the following:
- Let them know you’ll be asking a lot of questions, so that you can learn whether you can in fact help them
- Find out who the decision makers are, and whether they’re all present
- Give them permission to say no if they don’t feel they’re the right fit; and that you too will do the same
Positioning yourself as a trusted advisor is one of the most important car sales.
It separates yourself from your competition and demonstrates that you’re there to help them get their desired vehicle, rather than selling them any car on the lot.
Read the linked article below to learn how to position yourself correctly.
Further reading: Positioning In Sales – How To Sell Effectively
Training For Car Sales Tip #4 – Learn Their Current Pain Points
The fourth on our list of training for car sales fundamentals, is learning how to ask deep diving, layered questions that uncover their pain points.
People buy cars for two reasons.
To avoid pain and move toward a desired state.
If someone comes in to look at a new car; they’re clearly not happy with their current situation or car. Your role is to learn what this is, and then prescribe them a car that’ll solve their current issues.
Selling is a human-to-human activity.
And humans always buy to avoid pain and move towards a desired state.
When asking questions to find pain, we recommend going three layers deep to find the underlying and core reasons as to why they want to buy.
- Their surface level issues
- How that’s affecting their personal life
- By having these issues, what else is it preventing them from doing/ having
Related article: Pain Points & Sales – Your Ultimate Guide
Training For Car Sales Tip #5 – Don’t “Pitch” Too Early
One of the biggest mistakes Car Sales Professionals make, is presenting cars way too early.
A solution should always be prescribed to an issue or problem; prescribing before learning what these are can be fatal to your car sales efforts.
If you want to learn how to sell more cars , Always follow a sales process first and learn their issues and desired state, and then prescribe a vehicle that’ll get them there.
Related article: Sales Pitches – How To Do It Right
#6 – Bring Up Money Early
Another common mistake made by many Car Sales Professionals, is leaving the discussion of money until the very end of their sales conversations.
When discussing money, it’s important to look at it from a viewpoint of two areas.
First of all – what is it costing them by not taking action?
If they were to do nothing, what does this cost them on a daily, monthly and yearly basis?
By bringing this into context, it’ll help them realise the importance of finding a solution to their issue.
Secondly – what will they be willing to invest in fixing their pain points and their new car?
Once there’s an understanding of what it’s costing them, you can then contrast that with what they will pay to solve the issue.
When you have an understanding of what this looks like, you can have a better idea of whether or not they can in fact afford what it is that you’re selling.
Handling money early is one of our highly recommended and an important of part of our training for car sales fundamentals.
#7 – Don’t Use Scripts
Many people out there teach that you should be using sales scripts when engaging your potential clients.
There are two issues with using sales scripts.
First of all – your potential client will easily get wind when you’re using them.
People are not dumb – and neither are your clients. If they think you’re using a script, they’ll catch on and you’ll break rapport.
It just sounds robotic.
Secondly, how are you realistically meant to remember a script for every single rebuttal or question they may ask?
It’s not good sales business.
Instead, we recommend using a structure.
As per our article in Entrepreneur Media, we discuss the importance of abandoning exact scripts, and to use a framework or structure instead.
By using a structure, you’ll still have a road map to guide you to the sale, but it’ll be flexible enough to slightly pivot when need be.
Being able to pivot is important, because no two customers are the same.
Bonus Tip – Focus On Personal Development
The last of our training for car sales fundamentals, is to improve yourself wherever possible.
Many people make the mistake of looking at the finish line – because it may seem so far away, it causes inaction, resulting in no change whatsoever.
Instead, remember personal development is all about the micro commitments and improvements.
Invest in yourself by looking after your health, education, and your business and career.
Training For Car Sales – Final Thoughts
If you want to make these training for car sales fundamentals a reality, you have to implement and take action on what you’ve learnt.
We recommend going through each area and learning more about each so that you can improve your sales process and overall sales conversations.
If you’re interested in taking your sales to the next level, feel free to register for our no cost 7 Day Sales Challenge here.
Want To Increase Your Closing Rate Consistently?
If you’re committed to increase your closing rate more consistently, then you should look into our online sales training program, The 5% Sales Blueprint.
Our online program is self-paced and is an affordable investment that’ll teach you exactly what to do to close more sales.
No more guess work – learn the exact process to win sales without being pushy.
Click the link below to learn how.