Selling cars can be difficult !

Selling cars can be difficult if you are not following the sales process. So, when I meet individuals interested in automobile sales training, I quickly get them focused on the sales process. If you want to sell more cars, you must start out with solid sales skills.

Automobile Sales Training

There are some car sales training specialists that offer great tips on how to sell cars. Often, their car selling techniques focus on “deal making” skills and while those skills are important, they often do not include training on the sales process. Here are just some of the reasons I think the sales process must be part of automobilesales training programs.

The sales process is the communications process used by salespeople to turn prospects into clients. So, it also applies to training on how to sell cars. Fact is, aside from a few specialized techniques, automobile sales training is just like any other sales training. The common link between car sales training and other sales training programs is the sales process. That’s why I urge my friends that sell cars for a living to start with a good understanding of the sales process. Once that is accomplished, they are ready for specializes automobile sales training.

Car Sales Training Programs

A great part of selling has to do with the sales skills required to uncover a problem and present your product as a solution. Now, the obvious problem cars solve is the need for transportation. But, it goes further… much further that that. People are attracted to a car for many reasons and the salesperson selling cars must flush out all those reasons. This basic sales skill must be part of every automotive sales training program.

I have a key set of questions I ask car salespeople to ask when they are looking for sales training to sell more cars. One question to ask, as they approach a prospect admiring a certain car is, “What attracts you to the (name of model)?” You’ll never hear about the need to solve a transportation problem. What you will hear is the information you need to sell that person a car. Car sales training programs can’t overlook this basic probing skill.

Automotive Sales Training That Works

Some people are looking to save money with great gas mileage. Others may be looking for reliability so they can reduce costly repairs. Still others may be looking for a status symbol to impress others. There is no end to the list of reasons people have for buying cars. The key to great automobile sales training is to flush out the special need the prospect has and then present that model as the best solution. Now that’s how you sell more cars.

If someone has a need for safety, the salesperson must present that car as the safest car around. But, the salesperson must first find out what the prospect needs before they can present their solution to those needs. This is just one of many reasons the sales process must be part of any automobile sales training program.

So, if you want to get great automotive sales training, start with an understanding of the sales process. That’s why I recommend “The Progressive Sales Process” sales training videos to those looking for improved automotive sales skills. Once they fully understand the process of selling, they are in position to get specialized automotive sales training.

Gary Abrahams

General Sales Manager

Capitol Mitsubishi

2 members like this

▶ Reply to This

Replies to This Discussion

Permalink Reply by Bobby Compton on September 6, 2012 at 10:33am

Great share here brother!

You're a process driven professional, you've always led the pack by sticking to it, not to mention you're one of the absolute best closers I've ever had the privilege of working with.

Some have to work very hard at closing skills, you're a true natural.

Congrats on your position with Capital Mitsubishi brother, we have to hook up when I'm in your areal, it's been a long time!