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As I discussed in Parts 1,2 and 3... There are four traits that every successful automotive consultant must possess. Though they may not be dominate in all these traits, in order to be a successful sales consultant, they must either have or be able to attain the following traits:
Today I would like to discuss Investigation and how this trait is another key to being successful in automotive sales.
Investigative people have a great desire to learn from others. They're more likely to probe customers for their underlying needs before pitching a product. As sales consultants, they thrive on asking probing questions, listening intently, establishing rapport, and building relationships with customers. They know that selling is more about listening than talking, and they can tailor the product, offering benefit statements to the stated and unstated needs of the customer.
It is important as a dealer or GM that you know as soon as possible if a candidate has the investigation abilities to be a successful sales consultant. Much like Closing, Investigation is something we can improve upon through training. However, this is an area where having a means of assessing sales candidates' abilities comes into play. By knowing this vital information upfront, you will be able to better assess whether a candidate will be a good investment of your time, money and have the potential to be a high performer.
If we can ever be of help to your dealerships hiring, retention and sales processes, please contact me anytime.
All The Best,
International Marketing Director
Hire The Winners