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.
×
Michael Cirillo

Michael Cirillo Chief Executive Officer

Exclusive Blog Posts

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

BDC training for 2017

BDC training for 2017

  We have a service and sales bdc team for each of our stores. One is a Hyundai store and the other is a Chevrolet store. We have Three sales Bus…

How To Sell Less

Contrary to what the title of this article suggests, I am not going to write about how not to close deals. Rather, I will focus on some of the simple steps to the sale that often go overlooked that prevent more deals from being closed. In vehicle sales, the amount of units you push directly affects the amount of money you collect so it’s crucial to keep yourself in check so that you can constantly strive to kick your sales up a notch.

This weekend I spent some time shopping around for a new laptop for work. I knew (within a ballpark) what I would need and had done some research. Does this sound familiar to any vehicle shoppers you have met recently?

After conducting some research, I began to go to the retail outlets that I knew carried the product I thought I was looking for, but found myself moving from store to store because I couldn’t find a professional salesperson that was really willing to take my money. Based on what I experienced, let’s take a look at a couple of sales fundamentals that ultimately lost the deal for these salespeople.

Lack of Listening Skills

In the first store, the “salesperson” (otherwise known as the order taker) didn’t ask any questions to properly find out what product would suit my needs. He was only simply willing to talk about the product that I thought that I wanted/needed. Every time I would try and talk, he was more interested in cutting me off to tell me about the promotional offer that would accompany my purchase.

I think you’d agree that the first fundamental rule of selling is to ask relevant questions and then keep your mouth shut. In other words, you have two ears and one mouth. Use them proportionately.

No Solutions

The second store actually did a great job at fact finding to determine the best product for me, but had no ability to create solutions that would work suitable for me. I realized that oftentimes, the reason that real solutions aren’t provided (especial in the world of retail), is because sales people don’t know what they can or cannot do. I personally believe that there is a solution to every problem - even if at first it doesn’t appear to work for the customer, there can always be consensus made and deals closed.

My business partner and myself went out of our way to ask questions that we figured would solve our own problems, however, the salesmen just didn’t appear to know enough about the “can and can’t do’s” that store #2 ultimately lost the sale.

Conclusion

Store #3 earned my business and closed the deal because they both asked relevant questions and listened to my answers and also provided solutions to the problems that I had pre-sale. They wanted my money and were willing to come up with a way to take it from me.

These may seem like pretty simple sales fundamentals, but believe you me - they are not being utilized as well as you might think, especially for being fundamentals. How well do you listen to your customers? How well do you know the dealership “can and cannot’s” so that you are able to provide the best solutions for your customers?

If not closing deals is on your agenda, stop practising the fundamentals. If you’re interested in kicking things up a notch, try re-introducing the fundamentals back into your current sales process with greater force than ever and you will be well on your way to closing more deals.

Thoughts?

 Unlock all of the community & features  Join Now