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As I discussed in Part 1... There are four traits that every successful automotive consultant must possess. Though they may not be dominate in all these traits, in order to be a successful sales consultant, they must either have or be able to attain the following traits:
Today I would like to discuss Closing and how this trait is another key to being successful in automotive sales.
Closing is the ability to gain customer commitment. Candidates who rate high on closing have an assertiveness well suited for the give and take of effective negotiations, without coming off as too aggressive or overbearing. They are not shy about asking for the business and later asking customers for referrals. Good closers have confidence in their abilities, judgments and have the ability to influence the customer to close the deal.
It is important as a dealer or GM that you know as soon as possible if a candidate has the natural ability to be a good closer. Though closing is something we can improve upon through training, this is where having a means of assessing sales candidates' abilities comes into play. By knowing this vital information upfront, you will be able to better assess whether a candidate will be a good investment of your time, money and have the potential to be a high performer.
If we can ever be of help to your dealerships hiring, retention and sales processes, please contact me anytime.
All The Best,
Hire The Winners