Auto Sales Training To Build a Pipeline Full Of Customers
Many car salespeople today understand that increasing sales numbers means attracting more prospects. After all, the sales industry is based on a game of ratios and numbers. If you can close 8 of every ten prospects you won't be very happy if it takes a year to get ten prospects. What can you do to increase the number of prospects you get each week? It is simple; you have to get the word out. While your dealership will run radio and television ads they do not always bring you more customers. Only you can insure that your customers ask for you personally.
Auto Sales Training Tip One: Use Business Cards for Advertising
Business cards are a great way to advertise your profession. You can give them out to neighbors, friends, or strangers in the store. If you can offer special deals on your sales use your business cards for personal advertising. You might consider writing specials on the back of your card. Offer a percent off the person's next car purchase. If you are allowed to give away freebies with a car purchase do it. Make a deal with a local car wash and buy in bulk. When someone buys from you, you can give out gift certificates for a free wash. Make sure you write the offer on the back of the card and give every person two cards. That way they can have one and pass one on to someone else.
Car Sales Training Tip 2: Customer Follow-Up Is Important
What do you do if someone walks off the lot without buying? Do you chalk it up as a failure and go on to the next sale or do you follow up a few days later to see if the circumstances have changed? If you just let the customer walk away you are missing a huge opportunity. Recent reports show that 90 percent of customers who visit a car lot will buy within 7 days. If you are not following up with those people they will buy from someone who is. Think about it, if ten people walk away each week, you could make nine more sales with a simple follow up phone call.
Car Sales Training Tip 3: Make Sure You are Remembered
You would think that a customer would remember who they bought a new car from. However, according to customer surveys 8 out of 10 people cannot tell you the name of who their salesperson was a year after buying. If you don't leave a lasting impression you are missing out. The most reliable type of referral is a personal referral. If the customer recommends your car lot but not you, your coworkers will be benefiting off your work. Instead you should make sure you are remembered. Send out thank you cards or baskets to everyone who buys from you. A nice basket of sweets can go a long way to making sure your name is remembered.