Replies to This Discussion

Permalink Reply by Dugan Anderson on January 2, 2011 at 12:32pm

Establish rapport with the customer.  No rapport, no sale.  Establish rapport by asking questions, and rapport building questions have nothing to do with credit, budget, numbers, trade allowances etc.  Rapport questions include family, pets, school, hobbies, fishing and anything not sales related.  It is impossible for the salesperson to be effective if they can't find some common ground with their customers.  NO RAPPORT, NO SALE.

Permalink Reply by Bob Gaber on January 2, 2011 at 12:43pm

a career, and a great salesperson who wants a career. Everything else follows.

Permalink Reply by Craig Lockerd on January 2, 2011 at 12:47pm

You got to leave EVERYTHING...all that you have learned...that works.....We must leave him/her tools,inspiration and follow up.....A trainer should not leave a store unless they can look themselves in a mirror and can honestly say...I have given all I have!

Permalink Reply by Christine Nolden on January 3, 2011 at 9:06am

Thank you.I find this to be accurate. Alligning with the customer is a large part of setting one sales person aside from another.Also with this comes the little notes I take, that makes me remember and treat a customer as a client or a friend to serve their needs rather then just another request to respond to. I have found this to be very true and we converse on a different level how to help and assist then respond specific to needs and wants with a personal approach.Listening and finding a common ground is a big part.I agree this is a very good point.It is as important what you buy as from whom you buy.I  allways look for similarities this makes for a larger comfort zone and trust.Plus it loosens up the process and it is fun!

 

 

 

Dugan Anderson said:

Establish rapport with the customer.  No rapport, no sale.  Establish rapport by asking questions, and rapport building questions have nothing to do with credit, budget, numbers, trade allowances etc.  Rapport questions include family, pets, school, hobbies, fishing and anything not sales related.  It is impossible for the salesperson to be effective if they can't find some common ground with their customers.  NO RAPPORT, NO SALE.

Permalink Reply by David L Hoier on January 3, 2011 at 10:01am

Besides the obvious, which are all the tools necessary to be successful, we must give them desire.  The desire to be the best that they can be. The desire to treat this career as a profession, which requires constant education and training to truly succeed.  The desire to be part of a team while striving for individual success and most of all the desire to have more and be more than they thought possible when they began the training. 

Permalink Reply by robert f stevens on January 3, 2011 at 10:10am

we can leave the new with every tool they need to be successful and be able to handle the first ninety days...we can leave managers with the idea they have thirty days to either make it or break it with the new guy...but the biggest thing we need to leave them with is an a idea in their head that ATTITUDE SELLS!

Permalink Reply by Brad Alexander on January 3, 2011 at 3:13pm

I agree with all the other replies thus far.  So I will add to that list: I believe it's important to leave each recruit with the proper view of the business they are entering.  That they see the opportunity that is before them that can help create their lifestyle.  They need to know you can sell cars honestly and ethically and be prosperous.  They need to know they can be proud of what they do, where and how they do it.  This (along with the aforementioned tools provided) will instill confidence which bolsters hope; and hope does not disappoint.

Permalink Reply by Richard Emmons on January 3, 2011 at 6:21pm

In a word attitude. With that almost all will follow.

Permalink Reply by Rick Bryant on January 3, 2011 at 7:55pm

I agree with Craig but I feel the most important is self confidence. Remember the salesman number one rule. DONT ASK DONT GET

Permalink Reply by Brent Abdulla on January 3, 2011 at 10:32pm

Hope!

Permalink Reply by Robert Chambers on January 4, 2011 at 9:03pm

How not to turn customers into shoppers.

Rob Chambers

Automotive Coaching & Consulting

Permalink Reply by James L. Kneip on January 6, 2011 at 7:45pm

In reading the replies below I would agree with most. One can't train attitude or hope. It is an internal trait. We may be able to help nurture it... I agree it is of the greatest importance!
We can teach the tools (steps). We can help with rapport building by teaching the ??s.
I feel though that the one thing we must do is continue training. So my answer is not to leave the salesperson, but remain with them throughout their career. If we are in, and out of a store then we also need to train the managers. No sales person is ever finished learning. (myself included) We must help develop an environment where this philosophy is adhered to. Open doors, constant training, and the removal of the fear to ask ??s. As Trainers, Dealers, Managers, we are above all teachers. If we want our people and ourselves to be successful the teaching/learning process must never end.