The Internet was made to connect people, not just information.

Nearly half of consumers now visit only 1 dealership prior to purchase and if 1 in 6 buyers skip the test drive we have an issue. Everyone should drive the car they are thinking about buying this vehicle may have a rattle or something this way you can be sure to have the correct paper work prepared and on record so it can be taken care of (sell this point). On the demo drive write down every issue (and make sure they see you doing this) it may come up later. You want to build trust.

"Knowledge Breeds Confidence But It Takes Confidence To Use Knowledge" - ICE

People have to like you and have trust in you in order to do business with you and you should, have to know your product better than your client. It is a numbers game. Engagement is the key yet every client is unique and requires a non threating approach. In order to do this you should learn to Clarify not Qualify and listen to understand what it is your client is saying.

Think Like Your Customers: Learn to Listen to Your Customers' Perspectives

Predicament:

TechAutoCareers.com® says The Automotive Sales Fraternity™ should never find themselves in a situation where they must "wing it" on the sales floor.

The Automotive Sales Fraternity™ can boost likelihood of selling more cars if prepared before customer steps foot on lot.

Another strategic aspect of sales progression deals when you Clarify and not Qualify enabling you to tailor your presentation, to heighten the purchase decision.

Product presentation is time to build the buy in process you have to know your product (infotainment system) better than your client to increase the customer's enthusiasm for your vehicle.

Significant Points:

The Automotive Sales Fraternity™ should be prepared; they should know customers will raise some objections at crunch time in the sales process.

The Automotive Sales Fraternity™ should make a mental list of all objections they hear from customers. You then have a sense of confidence in knowing what they're going to say.

The Automotive Sales Fraternity™ should be skilled when you start to Clarify and not Qualify the proper questions enabling you to tailor your presentation, heighten the customers purchase motivation.

Combines sales training with a good read:

TechAutoCareers.com® is improving the "customer experience" for The Automotive Sales Fraternity™ through our influential web sites, social media networks about the automotive sales training industry and continually up-dated e-book. The public has Consumer Reports®, TAC offers you "How to Succeed in the Automotive Sales Industry" it will cut down the time it takes newbies to get up to speed and offers veterans a refresher course to things they may overlook by helping you along the path to simpler, more effective closes and presentations.

TAC is a great example of providing helpful, relevant information that's very easy-to-use.

What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

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