The problem with most sales training is that it teaches the same tactics for the most part and tends to focus on the transactional sales techniques when the future of sales is going to be based on the client experience. We’re headed in a direction where experiences won’t just sell the products, the experience will be the product to which we’re selling. Clients are walking into the door more prepared to buy now more than ever. It’s up to us to create the experience they’re wanting. We don’t sell cars, we sell ourselves and the experience. 

In order to sell ourselves effectively, build a quality relationship with your client, and truly separate yourself from the competition, it starts with being in the right place mentally. If you don't have the right first impression with your client, or don't come across as genuine, you're fighting a losing battle. Things brings to question, should Dealerships be setting up their Sales Team with Life Coaches more than Sales Trainers? Or is it possible to have both? As Managers and Owners know, a top Sales Consultant is invaluable to the company. We must invest in them so they can reach their full potential. Plus, the more we invest in them, the more they'll willingly give back. A return on investment that is everlasting and contagious throughout the dealership. 

I believe that the majority of dealerships overlook this area.  Remember, the better questions you ask yourself, the better answers you get and the better you become in all areas of your life.