By: I.C. Collins ~ Author, Educator, Trainer and President

The Automotive Sales Fraternity™ is trained to bring out the emotion in the sales process because once emotion is engaged into the mental buy in process you will notice logic is overrated, it is up to you to bring out the best in your clients. When you are authentic and emotionally intelligent you will have great influence over others. When used to influence others, emotional intelligence requires knowing your strengths and your present emotional state (self- awareness); knowing how to manage the moment you are in (self-management); knowing what's important to your customers and how they'll perceive your message (social awareness); and knowing how to forge a connection with decision makers (relationship management). 

These skills can be developed individually through simple practice. All we have to do is look at some of the things we would like. If we remember that they are just people and would like the same things we normally would like and are looking for some of the same things that we would look for on a shopping adventure. Emotional intelligence is responsible for 58 percent of your performance, so what are you doing to improve yours?

Courtesy, professionalism and answers when asked.

Find out if they like the vehicles lines? If so ask them if they can see themselves in it. Put them in the vehicle let them check out the visibility. Are they comfortable in it? Are there any blind spots? Help them adjust the mirrors. We want to make the mental buy in process start as soon as possible. Are they comfortable? Help them adjust the seats. Ask them if they are supportive? Can they see and reach the controls without a problem. Have them touch everything you touch, see if they like the way everything feels. During your presentation, you want to find something that you know about that they will not find in any trade magazine even your competition does not know you want to be the knowledge expert.

You want to show them every control and know how they operate (infotainment system). And only after you have fully explained them and they show you they understand should they be allowed to drive. Get them involved in the mental buy in process as soon as you can and let them play with the controls, ask them are the controls easy to operate. You want them involved in the mental buy in process more than you. 

Never rush yourself never rush your client.~ I. C.

On your demo drive the vehicle should be warmed up first this is why you drive it first. You want to make sure it operates smoothly before letting them take over. Reconfirm that it operates smoothly and ask them if it accelerates enough for them. Find out if the brakes have the proper braking ability to stop when needed. Do the brakes give them confidence? As a member of  The Automotive Sales Fraternity™ sales consultants must find out these things up front before they become a problem later while doing your paperwork.

The reason we lose so many deals is you took to short of a demo drive. Let them try out different roads and areas of both inclines and declines if possible. Ask them how does it handle? Is the steering too light or responsive enough for them? Find out if the ride is comfortable enough for them and if they feel in control when cornering. Start the demo drive with the front windows down so they can feel the sensations the vehicle brings (if it's a sports car they can hear the rush of the engine if it is a family car or luxury vehicle they will notice how quiet it is when you roll the windows up. Ask if it is quite enough for them especially the road noise level.

Above all else have a mobile device or notepad open on your demo drive to make a list of likes and dislikes this shows them you care about their needs as you take down any problems. Whether it is a plus or negative these are the things we must do in order to make them have more confidence in us as professional automotive sales consultants and that you are not there to just make a quick buck. Remember we want to make a bonding relationship not just to make a sale but to make a long-standing trusting relationship with your customer.

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