You're faced with a complex decision in Automotive Sales. How do you navigate through it successfully?

One thing I found in commercial vehicle sales is just sit there and listen , it’s far easier to let the customer explain what they need then trying to pitch to soon or assuming what they need

All decisions are founded In pleasure and/or Pain! Fear of Loss, Heat of the moment,etc. Start by Ask Probing questions, inviting your clients to expound on their answers, expressing their true WHY for purchasing Now! The best sales rep build rapport, becoming either a trusted advisor, friend, or a combination of both! So in the end an awesome sales process, built on serving the client, naturally concludes with a signed agreement!

Na minha experiencia de anos atuando como consultor de vendas em automóveis, devemos estar abertos a demanda do cliente para oferecer o produto que atenderá os seus anseios, agindo assim n?o erramos e além de efetivar a venda o cliente sai agradecido pela negocia??o.

Begin with the end in mind and what would be the best outcome for all. The needs now will they be the same (temporary or permanent) in the near and far future? The more those two question align the clearer the direction to proceed.

Go beyond the surface. Engage in meaningful conversations with potential buyers. Understand their lifestyle, preferences, and pain points. Are they a family looking for a spacious SUV, a young professional seeking fuel efficiency, or a luxury enthusiast?

We can do market assessment through 1.Current Trends Assessment: Monitor emerging trends such as electric vehicle adoption “ 2.Competitor Strategies Scrutiny: Study rival dealerships’ moves, learn from their successes and failures. Example: Explore subscription-based car services if competitors implement them. 3.Consumer Behavior Insights: Understand buyer priorities (safety, tech features, fuel efficiency). 4.Market Shift Anticipation: Predict changes influenced by fuel prices, policies, and global events. Example: Expect increased interest in hybrid and electric cars with rising fuel costs.

You need to define what you want out of the market and what a productive outcome looks like then work backwards. Just in raw sales does the % of the market you are looking for exist in the total market itself? If the answer is no there is no reason to proceed.

Can you make a pure profit after expenses to survive then thrive? Is what you are selling a highly desired or needed item? Then decide your profit margin before marketing efforts.

I believe that there are several steps that you would want to accomplish when dealing with complex issues. I would want to understand the complexities and explore all of the options that might be available. I would also want to include those staff members who would be directly affected or involved. What would the downside or negative be to making the wrong decision? Can we grow or become more profitable by moving from our comfort zone approach to these complex decisions as they develop? Is there a financial commitment required? What's required to achieve the ROI expected? Lastly, take the time to give yourself the best opportunity to make a good, solid business decision with these complex decisions.

There is always risk. The greater the need the less risk. The lower the price the less the risk. The higher the price the want and the margin/price has to go up correspondingly. Wants are more subject to supply chain issues and desire a greater margin scrutiny.

I’ll summarize. - have a plan. - have a process. - analyze the complexity of the situation. - does the process allow resolution? - yes? Apply the process. - no? What does your plan recommend? Without preparation, processes and planning difficult decisions can become insurmountable.

When managing risks in automotive sales, consider the following strategies: 1. Risk Identification: Create a comprehensive list of potential risks, both internal and external. 2.Risk Assessment: Evaluate the probability and impact of each risk. 3.Developing Responses: Create action plans to mitigate or handle identified risks. 4. Implementing Controls: Put preventive measures in place, such as process improvements or safety protocols. 5. Continuous Monitoring: Regularly review risks and stay informed about industry trends.

It's also crucial to leverage the specific expertise of each team member. For instance, insights from your service department can reveal patterns in vehicle maintenance that sales might overlook. Regular cross-departmental meetings can uncover synergies and innovative solutions. Implementing a structured feedback loop ensures that all ideas are evaluated and integrated into the decision-making process. This not only enhances decision quality but also empowers your team, fostering a culture of continuous improvement and collective ownership of outcomes.

The team has to have a clear leader and a defined purpose or there is no reason for a team. Direction has to be an can be shaped after the team is formed.