5 Key Things to Reach Your Automotive Sales Potential

I want you to close your eyes and imagine if you were selling 50 cars per month. How would you feel if you had multiple appointments daily with shoppers who trust you and are ready to buy? In addition, your existing customers keep coming back and keep referring more people all of the time. Would your life be changed? Would you buy a new house, car, travel more or give money to your favorite charity?

You have the potential to sell 50 cars per month every month whether you believe it or not. The question is whether you are prepared to do the work necessary in order to make it a reality for you and your family.

Here are 5 steps that will guide you on your way to the next level of automotive sales success.

Prioritization- Learning to create a system that enables you to prioritize opportunities is critical in creating an effective personal sales pipeline. The first thing to understand is that all leads aren’t the same nor are they at the same stage of their buying process. Once you create your priority buckets of where people are at in their journey, you then need to research those shoppers in order to gain added insight. This will help you understand everything about your shopper in context of their shopping behavior. You will then be able to build the rapport necessary to build trust fast.

Product Knowledge- The next critical thing is a deep understanding of your vehicles with shareable vehicle information in order to move shoppers forward no matter what buying stage they are in. You don’t need to know everything, but you better be able to find it fast and put it in an easily digestible format. Consumers only like to skim information, so it is vital that your interaction with them is short and to the point no matter the communication channel.

Listening- Focus on the details and nuances of every conversations. I like to call this reading between the lines. At 360Converge, we have been experimenting with sentient analysis in order to better understand conversational context. It is amazing what you can learn about the customer when you listen more closely to what they customer are saying, texting and emailing to you. Oftentimes, salespeople don’t really listen to customers but instead just try to overcome their objections. Take the time, slow down and really focus on understanding the shoppers needs.

Workflows – To optimize time and be more productive, automate as many processes possible. Every minute you aren’t in a conversation with a customer, your sales effectiveness decreases. This is why you need to look at everything in order to make sure that you are using your time optimally. Breaking down all of the steps you are taking to achieve a successful sales result is a fun exercise and one that I believe you will find many areas of improvement.

Personalization - Get personal with every interaction you have with shoppers. Success in sales happens when you can connect and build trust that can last a lifetime. Unfortunately, many salespeople just try to rush the shopper through the sales process. I understand that sometimes that is necessary, but to create customers for life, you will need to create a connection that will endure past the transaction.

To reach the highest level of success in sales will require you to operate as efficiently as possible and capitalize on every opportunity. In addition, success will also require you to build relationships that last your entire career. If you are willing to do the work, your complete financial success is waiting for you right now.