Automotive Sales Training Teaches Confidence is the Key to Being a Great Car Salesman

Looking for a career change and thinking of working in the Auto Sales industry? Well look no further as I am here to guide you, based on my experiences as a former Auto Sales professional, on how to be the best one ever!

The pay in auto industry sales is very intriguing. If you are a good salesman, you can make around 48k-60k per year. Most dealerships will offer a base salary along with an incentive commission which can range anywhere from 15% to 25%.

Training for the position involves learning each dealership’s particular methods. Personally, I was taught to go from either a wholesale or retail approach. Exceptional mathematics skills are a must in this industry. You must be able to quickly and efficiently compute basic math in your head. In most cases, if you have to stop and pull out a calculator, you will loose your momentum in the sales pitch.

You also need to have basic working knowledge of the brand of automobiles that you are offering. Most information about the options and features available on the model can be readily found at the dealership. Most offer literature on all makes and models they sell. Study these very closely if you have never paid much attention to vehicles. It will provide very useful research when consumers are asking questions.

Being NADA certified only adds to your negotiating tools as a successful professional. Completing 6 interactive training courses along with doing 191 minutes of example video scenarios will allow you all the necessary information to pass the examination. In my experience, a NADA certified professional will go far !

The final stage is to complete your exam. Carefully review all your notes and take any pre-exam tests to better prepare yourself. There are several preparation tools that you can find online. Take advantage of every possible tool that you can find. Every ounce of preparation you can use will only make you more powerful when it comes to test time.

Lastly, confidence is key. You must prepare yourself to the best of your ability. The more you feel you know your stuff, the more confident you will be when speaking with customers. And everyone knows that for a stranger to trust you, you must be confident and know what you are talking about. You will have approximately 3-5 days to prepare you for the full-on sales experience on average.

Confidence is the key factor to being a successful salesperson. To be confident, you must know your product, have awesome math computation skills and be NADA certified. Having all these skills will draw customers to you and bring you success.

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Increase Dealership Sales – the Importance of Automotive Sales Training

How many times have you driven by a car dealership to find salespeople huddled or lined up by the showroom door like vultures waiting to pounce on the next customer?

In today’s market, spending has significantly decreased, and dealerships must be more proactive in creating a maximized sales environment and managing sales activity if they want to sell more cars and generate profit.

On top of this current problem affecting auto sales, in-store traffic is at an all time low, as many that need to purchase a vehicle do the majority of their research and kicking of the tires online to determine what they want and can afford, and then call the dealership, rather than browse the showroom like the good old days.

The advent of the internet has changed how people shop for cars. Isn’t it time your sales training changed to adapt to get current with the times?

Sales training in the auto industry typically used to just be for the sales team. The managers would send their crew to a seminar where they would learn about the latest and greatest tactics and techniques in showroom behavior. The salespeople would return to their dealerships all pumped up and ready to implement what they just learned. Then two weeks later, it is back to business as usual.

Why This Does Not Work

Bottom Line: You need effective automotive sales management to have effective salespeople. Managers need automotive training as well as the auto sales staff.

Most sales managers became sales managers because they had high success as a salesperson. That does not necessarily make them good at managing a staff, in the same way that the best player may not make the best coach.
Think of the auto sales manager as sales coach. A coach oversees performance and creates strategies based on a player’s ability to execute. The sales manager should oversee his or her staff in the same manner and get trained on how to manage effectively to increase automotive sales.

Automotive management training ensures that the managers can comprehensively supervise the showroom and track the individual progress of his or her staff. They will train with the sales staff and should then learn how to set up an in-house continual training regimen.

Salespeople may indeed learn valuable skills from seminars, but the main difference between training and learning is that training is the repeated application of learned skills. There is not a lot of opportunity for salespeople to repeatedly apply what they learn in the period of a single day, or even a week. Training is something you do, not something you did.

Automotive BDC and Telephone Training

Car dealers need to know how to handle inbound sales calls and talk potential customers into the showroom instead of out. While many salespeople do not want to talk about price, customers will inevitably bring it up, so it is crucial to be prepared and know how to handle the issue of price when it comes up.

Furthermore, auto dealerships, and especially the sales staff, need to be informed about current programs. For example, the last hot topic of the auto industry was Cash for Clunkers. Salespeople should know, first off, whether their dealership is participating in a certain program. Then, they should know the exact requirements of the program, and what kind of rebates or incentives their dealership is offering. Once they are sufficiently educated, they need to practice explaining the ins and outs of the program, so that by the time they have a customer on the line or in the showroom, it feels like second nature to them.

This is where telephone sales training comes into play. Although many auto salespeople feel at home in the showroom, they are ill at ease when it comes to handling the phones. There is great debate about the pros and cons of the automotive BDC or business development center. For many dealerships, the BDC staff is made up of telemarketers. On one hand, they have experience with handling inbound and outbound calls. On the other hand, they may know very little about the automotive industry. What if you could combine your auto sales staff with your BDC? With telephone sales training, you can.

With effective telephone training, the auto sales staff will not only be able to handle inbound calls, but also follow up with unsold prospects, and call back sold customers to generate repeaters and referrals. Although there are many good training programs out there, one of the best, in my opinion, is FirePhone, which is part of Proactive Training Solution’s ADAPT VT virtual training program.

One of the main elements of FirePhone is the virtual role-play, which allows salespeople to get ample practice with virtual callers before moving on to real callers. FirePhone also provides scripts for almost any situation, so that the sales staff always knows what to say. Whether your dealership uses FirePhone or another program, having a sales staff that is skilled on the phone will allow you to cut costs and save money that would otherwise be spent on an outside BDC.

In Summary

An ongoing automotive sales training program that incorporates both the showroom and the phone lines is what will keep your dealership efficient and productive during these tough economic times. Through much practice and sound management coaching, the auto sales staff will become more at ease with various situations, have more confidence with the potential customer, and close more sales transactions.

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Automotive Service Training – Take Your Service Department to the Next Level!

Recently I spent some time speaking with a friend who is a middle manager for a medium size luxury car dealership. It came to my attention through our conversation that some dynamics within his dealership aren’t working the way they should and this has been stifling the productivity. For example; the sales people bring him deals in which the paperwork is not filled out or the required information such as driver license are missing from the file.

I asked the question, “Who makes these people accountable”? Well the surprising thing is that like most dealerships, the managers are so busy they don’t have any accountability measures in place to counteract this persistent problem. Usually the managers are so busy putting out fires due to the very items that require accountability measures in the first place.

Our conversation slowly gravitated towards the service department and centered on how that department cannot meet the needs of the sales department. New and used car inspections are being neglected and are not made to be a priority. This type of damaging scenario must be stopped at once from the management team as a collective before moving forward in a positive productive way. Considering the sales department is the service department’s best customer and the potential customers wanting to purchase a vehicle are the bread and butter of every single person employed at the dealership, you would think the issues would be resolved immediately.

I asked the question, why were the same issues repetitive and why did they keep coming back month-after-month consistently plaguing this dealership. The answer I received shocked me. The senior management had a meeting and tabled items like the ones outlined above including other issues such as the low CSI and parts obsolescence issues. Unfortunately some of the middle managers pointed fingers but didn’t roll up their sleeves and find out WHY certain issues were happening. It so happens that these middle managers also aren’t held accountable to a high enough standard to hold the employees beneath them to any sense of standards, as well the middle managers are not empowered to make accountability strategy decisions.

I truly believe that every item we discussed that evening can be rectified inside a two week period if the upper management would first hold the middle managers accountable by giving a strict outline of WHAT needs to be done WITHIN WHAT time frame. Step two is to give the senior managers the empowerment needed to hold their subordinates accountable in the same fashion. Unfortunately the top management at this dealership makes all decisions and all accountability rests within that position, nothing will change until this particular manager gives away some measure of control to the middle managers.

Meetings will do absolutely no good, until middle management takes responsibility to make decisions and hold their departments accountable on all levels. I believe that you should not emulate your boss to become them, I believe you must be yourself and make decisions that are right for your department, be responsible to the business and let that principle guide you.

Too many people try to be someone else, just be yourself and bring that quality to work with you each day. Most certainly we all have leaders that we envy and wish we could be more like them, practice the art of good judgment and good decision making and more leaders will envy you and want to be you.

In this particular case if I were the sales manager or the service manager I would be having a meeting with my entire team outlining where the issues were, what we were going to do and what is to be expected from every member of the team.

Accountability means nothing unless you follow through on your outlined list of consequences. Again, inspect what you expect! If you tell every one of your salespeople, “should a file come to the desk without the necessary required documentation you will be written up”, you better make sure you follow through on that threat! Once management writes a few people up, the message will have been sent and your problems will fast disappear. Put your money were your mouth is! Grab the bull by the horns and make good things happen, why wait for someone else to start the ball rolling. We as managers must be willing to do what is right for the business, customers and the employees who are doing it right. Bring passion and a desire to effect positive change in your department each and every day.

I purchased an on-line audio book titled Crush it by Gary Vanerchuk, I have had the pleasure of viewing some of Gary’s online videos and I have included one that kind of fits the theme be yourself at work and make good things happen, define who you are and make decisions that are right and just by using your own DNA. To see Gary’s video click on the link box to the right titled Execute on being you.

Too many middle managers get stuck in a rut of playing follower to the manager above. Don’t get me wrong here, we all have to follow our managers, when the business is stagnating mix it up, try changing a few things on your own and see if they work. You will never know how great you or the business can be unless you try. Again, to make things happen, sometimes you need to grab the bull by the horns and beg for forgiveness later rather than ask for permission to promote positive change today. Change is ongoing, roll with it!

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Automotive Repair Training Correspondence Course

Automotive repair training is one of the most practical courses you could ever take. Like good teachers, doctors and chefs, anywhere in the world you are, there will always be a need of people who good at repairing cars.

One of the most frustrating (and sometimes frightening ) thing for drivers is the times when their vehicles breakdown in busy traffic or on lonely country roads. And what is worse, is hiring auto mechanics who are no good and hence are unable to solve the problems.

It is no surprise that some so called auto technicians or auto mechanics have no previous training. They have learned how to “fix cars” by watching their dads work on their cars.

Whilst experience is a great teacher, it does help a mechanic to become more skillful if he had automotive repair training. Such training lays out the theory and practical aspects of repairing an engine.

One must remember that the car engines of today are a lot more complex that 20 years ago. There are sophisticated computer systems, braking systems and suspensions. An auto mechanic needs to keep abreast with rapidly changing auto technologies.

Automotive repair training gives aspiring mechanics up to date knowledge of the modern day engine and how to solve the problems such engines experience. This training can be done entirely via correspondence. The course materials are delivered right to the door of the student.

What is more, getting this training via correspondence is a time saver – it allows the student the opportunity to study in his spare time whilst getting vital on the job experience.

If a career in car engine repair intrigues you, seek quality online schools that offer car repair training online or via correspondence. Look for schools that have been around for a while and have a proven track record.

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