Hey, To make more money as a sales consultant you have to separate yourself from the other guy. Everybody is selling your type of vehicle. So why should customers buy from you? Because your price is better... I doubt it. Your vehicle is special... Yeah sure. Your trade-in appraisals are higher... Duh.
Why should they buy from you is a great question when your vehicles can be purchased almost around the corner.
To sell more you have to stand out in this crowd. Do you? I don't mean that you are the tallest or the shortest or widest. I mean does your sales process create a positive difference about you personally in the mind of your buyer?
Some sales consultants are predictably boring. Blah, blah sales pitch. Pull the plug on this sales approach. It is deadly.
What's your brand as a sales consultant? Does it sell?
I am not talking about your manufacturer's name, I mean your image. You will sell more if you work on separating yourself you're your competitor's salespeople. You aren't them, why act like them?
The AUTOMOTIVATOR'S Keys to Successful Branding.
1. Treat yourself as the product not your vehicle.
You have to focus on your sales process to be different and better than the other guy-care more-be more FUN-be more knowledgeable-be more skilled-be more useful to your client in their time of need than the other guy or gal.
Become the expert. People buy expertise. Customers respond to competency and are repelled by inadequacy or mediocrity.
2. You brand yourself by treating yourself as a business person not a salesperson.
You are in business for self. As a commission-based earner you are self-employed. Nobody is paying your mortgage or putting the food on your family table.
So treat yourself as the business person you are. Become the most qualified sales professional your client will ever meet buying a vehicle. Your attitude will raise you above the competition in the mind of your client. You will stand out as the person they will want to do business with.
It is about branding. Get ahead of the pact and set the standard for professionalism. If you want to sell more you have to stand out more.
Sell with passion - customers are bored with most sales presentations.
- Power up your 'sales' presentation. WOW them not bore them!
- Drive your vehicle first, present with passion-don't flip keys
- Sell the value in your price presentation.
- Give more reasons to buy from your dealership than the competition.
- Go out of your way to impress your clients while they are in the dealership.
- Follow-up better than your competition.
Follow-up
If you can't sell them today, then give them the most effective follow-up they will ever get anywhere. Be the leader in follow-up at your dealership and you will lead the pack in sales. People return and buy from sales professionals who care enough to keep in touch when they need help making their decisions.
Brand yourself as the expert who follows-up people. You will gain professional stature in the mind of the buyer. You will sell more. You will be talked about by your customers as a positive influence in their decision making. (Trackstar is the professional's choice for follow-up. www.Trackstar.ca )
Don't remain mediocre-be the best.
Don't do anything once and expect results. Results come to the committed professional who consistently does the steps to success that are required.
Improve Your Sales Process - It is your brand.
You will be recognized as the best. That is what selling is all about. Make money and have FUN!
Have a great selling day!By: David Kemp
Lifted from this source: http://ezinearticles.com
David Kemp is president of Automotivator Sales Training and Leadership Development.
0 comments:
Post a Comment