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In every dealership, there tends to be certain stand-out sales personnel. These individuals have the experience to coordinate their knowledge of the dealership industry with an organization level that allows them to excel in their daily tasks. On the other hands, every dealership will also carry with it personnel who act in the opposite manner when compared to the “top” employees. Certain characteristics will differentiate these two sales types, and whether they possess these traits or not. When the dealership tools have been utilized, and the dealership is running on a smooth path, then, and usually only then, will the sales performances truly stand out. Looking for key elements of what excellent salespeople will possess will help to keep them reaching monthly goals, as well as provide better management for those who are not making the grade.

•  Knowledge is power. When a consumer arrives at the dealership, they have done extensive research on the specific vehicles they are interested in. However, this research does not usually extend past make, model, year, and imagery. When a salesperson addresses the consumer about a vehicle, they should have knowledge of that vehicle, and every other on the lot. When a staff member has no knowledge of the car, and says as much to the consumer, the intelligence of the entire dealership is put into question. When appointments are made, especially, sales personnel must use this time to revisit the vehicle in question and re-establish themselves with a better understanding of it. It will benefit the chances of a sale as well as preventing the dealership from looking foolish.

•  Organization is Key. When succeeding inside the dealership world, sales personnel who truly succeed are those who stay organized. This does not always mean they are using specific organizational tools or programs, though. In many cases the excelling salespeople in this industry are those who utilize the most advanced tools that the dealership uses, such as the CRM. No sales staff member will be hitting the top numbers every month without a beneficial CRM. It’s the individuals who take the time and effort to familiarize themselves with this type of tool who will always have a step ahead of the rest.

•  Scheduling creates chances. No matter what type of sales role, scheduling will create more chances to communicate with leads and close more deals. In some cases, sales representatives will follow a strict schedule, such as setting meetings when the finance department will be less busy, or not making any calls during a specific time-frame. This schedule can be broken, but an overall timeline set in place keeps every day running at a more efficient rate.

•  Attitude has a crucial effect on the consumer. This is a simple statement; be positive or be somewhere else. Even if the consumer is frustrated or frustrating, the sales attitude must stay on point and positive. Many who enter the dealership have already created a notion of what a dealership experience is like. It’s up to the sales staff to curb this mentality, and when speaking of attitude, there is only one option. Top sales representatives will always present themselves in a positive manner, and if certain staff cannot achieve this, they have no place speaking with the consumer.

Essentially, there a dozens of different methods and ideologies that allows certain sales personnel to stand out above others. They include sub-methods and breakouts of different ways of acting and thinking. However, it’s all down to a basic ability to utilize representatives who can properly prospect a lead, meet and build a rapport with the consumer, provide useful information, and create the sale. Not every person can work day in and day out in the dealership. However, with certain dealership tools, along with the right personality, many sales personnel can achieve higher standards.

Views: 109

Tags: Automotive, CRM, Dealership, Marketing


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