Professional Community for Car Dealers, Marketing, Advertising and Sales Leaders
Cars are some of the most ubiquitous machines on the planet; you’d be hard pressed to find someone living in suburban, rural, or inner-city areas that does not or has not owned one at some point in their adult life. What’s different about being a car salesperson though, is that they do very little prospecting and every single one of them needs to know how to close a deal. Most of the time when potential clients enter a dealership, they come in needing to buy whether they want to or not – either because their current vehicle has been giving them grief or because they’re entering a new stage in their work or family life where not having a car is no longer an option.
Car salespeople do have a lot of competition to contend with; advertising, brand loyalty, or customer reviews may have brought clients into the door but it’s nevertheless up to the employee to secure a sale. They must therefore be confident, assertive, knowledgeable, personable, and have a knack for problem solving to ensure customers remain happy with their purchasing decisions. These salespeople must also look the part because their interactions are almost exclusively face-to-face. Finally, because they’re pushing an expensive product, they must be empathetic to their customer’s budget while at the same time offering the best advice possible for their decade plus long investment.
When interviewing a new employee for your dealership, how do you know they’re cut out for the job? They may have an extensive resume and know how to interview well but it’s important to ask yourself why they’re out of a job in the first place. How can you tell that they have the right sales personality to help get your product out on the road? It’s very challenging to know whether someone will be suited for a position until you observe how they do out on the sales floor; this however can cost your enterprise valuable resources if the new hire doesn’t work out — which is precisely why you should use sales aptitude tests to your benefit if you run a dealership.
What many companies do to give themselves peace of mind is employ a sales personality test, such as those available through providers like SalesTestOnline, at some point during the hiring process. The provider’s experts will analyze the open position and create its benchmark profile, calculating what level of stamina and emotional maturity a prospective employee applying for the position should hold. Candidates then take a ten-minute test, after which they’re scored against this target. This gives employers a better idea about whether an applicant’s personality is suited for long-term sales work and potential advancement within their dealership.
When it comes to selling something as universally important as a car, salespeople need to be smart and realistic in their asks – while also managing to keep their eyes on the prize. They should be able to empathize and communicate, following up after a sale and doing their part to maintain relationships with their customers. What tools will you use to your advantage to ensure you’re hiring this ideal employee?