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Jared Hamilton
From: Jared Hamilton
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Scott Bergeron

Scott Bergeron Director of Operations

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…

Understanding Your Customers

Giving your customers what they want is the most basic principle of selling. Still, everybody at one time or another has dealt with a salesperson who simply didn't listen to their needs. Taking time to truly understand the customer will not only help you close the deal today, it'll keep them coming back in the future.

Sell Benefits, Not Features
The biggest mistake salespeople make is in focusing on what their product or service is. Rather, it's what it does that's important. A health-food product contains nutrients that are good for the body. That's what it is. What the product does is make the customer thinner, more energetic, and able to accomplish more with less sleep. Always concentrate on how your product will benefit the customer.

Focus On The Second Sale
Nearly 85 percent of all sales are produced by word of mouth. They're the result of someone telling a friend or associate to buy a product or service because the customer was satisfied. Therefore, concentrate on developing future and referral business with each customer. Everything you do must be aimed at the second sale. Ask yourself: Will this be such a satisfactory experience that my customer will buy from me again or tell his friends?

Ask A Broad Range Of Questions
Ask questions that require more than a "yes" or "no" response, and that deal with more than just costs, price, procedures and the technical aspects of the vehicle. Most importantly, ask questions that will reveal the prospect's motivation to purchase, his problems and needs, and his decision-making processes. Don't be afraid to ask a client why he or she feels a certain way. That's how you'll get to understand your customers.

Probe Deeper To Better Understand Your Customers
If a prospect tells you, "We're looking for low price and fuel efficiency," will you immediately tell him how your product meets his need for cost-savings and efficiency? A really smart salesperson won’t - he or she will ask more questions and probe deeper: "I understand why that is important. Can you give me a specific example?" Ask for more information so you can better position your product and show you understand the client's needs.

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