Car shoppers want information and they want to be able to find it easily. They also want to be able to compare products easily to make a determination of which will best suit their families needs in many different ways. This is why the king of online shopping Amazon is so popular, you select a product of interest and they supply you with other "comparables" and reviews right away making it easy to research and make an informed decision. 

When I started selling years ago a sales mentor of mine in those early days defined selling to me as supplying the customer with enough information to make an educated buying decision. What he was really telling me was help your customers solve their particular problem by being a resource of information to help them do just that.

I knew my product inside and out and how it could help, I could compare products with the other products I offered to give my customers different choices, value, options, and compare to my competition so my customer didn't have to or if they did confirm what they already knew. I was able to help my customers and built a reputation for being a true resource.

However, today we can be a resource as salespeople in such a bigger way than when I first started selling by leveraging the power of social media, online blogging, websites like DrivingSales.com, video platforms like YouTube, or anything else that allows us to build our brand by offering great content that our customers can engage with. We need to be the resource our customers turn to when they are in the market for a vehicle. We need to be the authority on what's happening in our industry.

Salespeople have a tremendous opportunity in today's world, 2018 should be your best year. If you're New to Sales and just getting going you have taken a step into a changing world and a fun world of sales, especially in the car business. Yes, things are changing all the time, but the reality is they have already changed big time in the car business and the salespeople who dominate the future are different than those who dominated the past!