How many times have you been driven by a car dealer to find a salesperson huddled in the door of the exhibition hall or lined up like a vulture waiting to pounce on the next customer?
In today's market, spending is drastically reduced, and dealers must be more proactive in creating a maximized sales environment and managing sales activities if they want to sell more cars and generate profits.
In addition to the current issues affecting car sales, in-store traffic is at an all-time low, as many people who need to buy a vehicle do most of the research and kick tires online to determine what they want and can afford, then call the dealership. Business, not browsing the showroom as usual.
The emergence of the Internet has changed the way people buy cars. Is it time for your sales training to change to keep up with the times?
Sales training in the automotive industry is usually only available to sales teams. Managers will send their staff to the workshop where they will learn about the latest and greatest strategies and techniques for showroom behavior. The sales staff will return to their dealership, all of them will be drawn out and ready to implement what they have just learned. Then two weeks later, it resumed normal business.
Why this doesn't work
Bottom line: You need effective car sales management to have an effective sales force. Managers need car training and car sales people.
Most sales managers become sales managers because they have achieved great success as sales people. This does not necessarily make them good at managing employees, just as the best players may not be the best coaches.
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Think of a car sales manager as a sales coach. The coach is responsible for monitoring performance and developing strategies based on the player's ability to execute. The sales manager should supervise his or her employees in the same way and receive training on how to effectively manage to increase car sales.
Car management training ensures that managers can fully monitor the showroom and track the individual progress of their employees. They will train with the sales staff and then learn how to build an internal continuous training program.
Salespeople can indeed learn valuable skills from the workshop, but the main difference between training and learning is that training is a repetitive application of learning skills. Sales people don't have many opportunities to repeatedly apply what they have learned in a day or even a week. Training is what you do, not what you have done.
Car BDC and telephone training
Car dealers need to know how to handle inbound sales calls and bring potential customers to the showroom instead of going out. While many salespeople don't want to talk about prices, customers inevitably ask for prices, so it's important to be prepared and know how to deal with price issues.
In addition, car dealers, especially salespeople, need to understand the current plan. For example, the last hot topic in the automotive industry is Cash for Clunkers. Sales people should first know if their dealer is involved in a plan. They should then know the exact requirements of the program and what rebates or rewards their dealers offer. Once they are educated enough, they need to practice the details of the interpreter so that when they have a customer online or in the showroom, they feel like their second nature.
This is where telemarketing training comes into play. Although many car salespeople feel at home in the showroom, they are uneasy about handling mobile phones. There are great controversies about the pros and cons of automotive BDC or business development centers. For many dealers, BDC employees consist of telemarketers. On the one hand, they have experience dealing with inbound and outbound calls. On the other hand, they may know very little about the automotive industry. What if you can merge your car salesperson with your BDC? You can do it by phone sales training.
Through effective phone training, car salespeople can not only handle incoming calls, but also follow up on unsold potential customers and call back sales customers to generate repeaters and referrals. Although there are many good training courses, the best of them is FirePhone, which is part of Proactive Training Solution's ADAPT VT virtual training program.
One of the main elements of the FirePhone is virtual role playing, which allows salespeople to fully practice with virtual callers before turning to a real caller. The FirePhone also provides scripts for almost any situation so that the salesperson always knows what to say. Whether your dealer uses FirePhone or other programs, salespeople who are proficient in using the phone can reduce costs and save money, otherwise they will spend on external BDCs.
In summary
The ongoing car sales training program includes showrooms and telephone lines, which will keep your dealers efficient and efficient during difficult economic times. Through a lot of practice and sound management guidance, car sales people will become more confident in various situations, have more confidence in potential customers, and close more sales transactions.
Orignal From: Increase dealer sales - the importance of car sales training
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