Auto Acumen: 4 Skills That Make a Great Car Salesperson
On average, 17 million vehicles are sold each year.
Jumping into the auto industry as a car salesperson can be a lucrative and rewarding job. Provided, that is, you have what it takes to be a great salesperson.
Here are four traits you’ll want to work on so you can master your craft!
For better or worse, selling cars comes with a bit of a stigma. Salespeople are known to be pushy — often to the chagrin of their customers. At the same time, you can’t expect to close a deal if you’re too timid to approach a customer.
Instead, aim to find a middle ground.
You can’t be afraid to approach customers, nor should you hesitate to encourage a purchase or test drive. Yet you should also let them dictate the situation.
We’ll talk a bit about intuition in our final section, but it ties into assertiveness, too. If you’re too pushy, you risk alienating the customer.
If you see each customer as a walking dollar sign, you’re doing yourself a huge disservice. You’re only adding to the negative aura around auto sales.
Instead, think of yourself as a provider of solutions. It’s your job to help them find a reliable and affordable vehicle that can get them from point A to point B.
Customers count on your expertise and willingness to help them out, whether that means providing advice or trying to cut a deal.
Your typical car dealership gets new vehicles all the time. Keeping up with hundreds of makes and models can be quite a challenge. Yet it’s your job to be able to provide an informed decision when customers need help.
You’ll have to have a natural curiosity that drives you (no pun intended) to learn as much about cars as possible. The same goes for mastering the sales process, too.
Sales jobs are every bit as psychologically driven as they are profit-based. One of the best things you can do for yourself or your team is to enroll in a bootcamp for auto sales. It might sound strange, but there’s so much to learn about the process that you just can’t get from on-the-job training.
Often glossed over is the ability to tailor a sales situation to each unique buyer. Just as no two vehicles are the same, the same principle applies to each buyer.
A talented salesperson will glean what the buyer needs, then guide the situation accordingly.
Say you’re shopping on a budget, for example. You make an off the cuff remark about how you’re looking to save as much as possible. A car salesman or saleswoman should be able to take that little nugget of information and help you find an affordable budget.
Likewise, a salesperson should be able to tell a lot about a customer based solely on which vehicle they look at first.
Do You Have the Traits Needed to Become a Great Car Salesperson?
So, what do you think? Do you have the traits of a successful car salesperson? Or do you still have some work to do?
If you’re not quite there yet, don’t worry. There’s always time to improve.
To learn more about the sales process and stay up to date on all things auto, make sure to check back with our blog!