Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Jonathan Dawson

Jonathan Dawson Virtual Sales Training | Dealer Consulting | Speaker | Dealership Training

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

3 Ideas to Finish the Year Strong

a919c5010f5372dec9f6c75d1242b369.png?t=1As the end of 2014 is near, here are 3 ideas for sales people to finish the year strong.

  1. Be a SOLUTION and not just a salesperson

In order to solve a problem you have to understand it. Understanding comes from asking better quality questions. You need to know not just WHAT customers are looking for and HOW they will be using it, but WHY they are in the market and WHY they are considering this particular vehicle. When you know the "WHY" the HOW to sell them gets easy.

Asking WHY questions is all about uncovering motivations (and you don’t even need to use the word ‘why’ in your questions)

Examples:

  • “Of all the vehicles in the market, what made you consider this one?”
  • “After driving yours for years, how did you finally decide to replace it?”
  • “If you decided to go forward today with this option, what would be the main reasons you would do it?”

 

2. Add MASSIVE value by SELLING instead of TELLING

Facts tell, but stories sell! During your walk-around presentation of the vehicle make sure to paint a picture that includes mental ownership language as part of the A.F.F.B.A. strategy:
 
• Ask – How familiar are you with … (name feature)
• Feature – This vehicle is equipped with (name feature) you are looking for.
• Function – What it does for you is … (describe how it works)
• Benefit – Why this is important to you is … (match the benefit to their personal situation/goal)
• Alternative – Compare having (feature) to not having (feature) while you are … (paint picture)

 

3. Practice ISOLATING objections rather than IGNORING them

Most objections are merely concerns or reflex statements when first stated. Isolating objections is done by using language that minimizes and separates the objection rather than ignoring it.

Examples:

  • “Other than your question about the _____, is this a vehicle you would like to own?”
  • “I’m confident we can work through _____. Assuming we do, would you like to be my customer?”
  • “Setting the question about the _____ aside for just a minute, do you want to buy this vehicle, buy it from me, and buy it today?

 

Try these 3 ideas to finish the year strong!

 Unlock all of the community & features  Join Now