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Thomas Kain

Thomas Kain CEO

Exclusive Blog Posts

The Recruiter: Episode 4- People Use Google to Find Jobs

The Recruiter: Episode 4- People Use Google to Find Jobs

How to title your help wanted ad so it gets found on the internet. Please use Google in their job search. Use what people call themselves on their resu…

* The Recruiter* Episode 3 Law of Diminishing Return

* The Recruiter* Episode 3 Law of Diminishing Return

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Lenders must lend or drivers won't drive

Lenders must lend or drivers won't drive

In my opinion, sub prime customers are being considered more risky by the lenders that once targeted them. Even traditional co-signers are proving not to b…

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4 Reasons to Improve CRM Utilization in 2017

Yes, dealers are creating a tremendous amount of data. The problem is, most of it is junk. Data is like this 1958 Tops Baseball Card complete set. You have…

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

Running an auto repair means that you have to take care of all kinds of details including scheduling, discipline, and customer service. Giving a customer t…

As I discussed in Parts 1,2 and 3... 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:

  • Motivation
  • Closing
  • Empathy
  • Investigation

Today I would like to discuss Investigation and how this trait is another key to being successful in automotive sales.

Investigative people have a great desire to learn from others.  They're more likely to probe customers for their underlying needs before pitching a product.  As sales consultants, they thrive on asking probing questions, listening intently, establishing rapport, and building relationships with customers.  They know that selling is more about listening than talking, and they can tailor the product, offering benefit statements to the stated and unstated needs of the customer.

It is important as a dealer or GM that you know as soon as possible if a candidate has the investigation abilities to be a successful sales consultant.  Much like Closing, Investigation is something we can improve upon through training.  However, this is an area 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,

Tom Kain
International Marketing Director
Hire The Winners
tom@hirethewinners.com
606.231.8340

www.hirethewinners.com

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