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Talk to any sales manager and they will say that a dealer’s sales success is built on the foundation of their sales department. It’s hard to disagree with that. Typically, the salesperson is the dealer’s first voice and will decide anything that happens after contact is made.
So as the industry changes and transitions to electric vehicles and a greater focus on online relationships, dealer salespeople should stay sharp and stay informed about industry developments, trends and customer preferences.
In this environment, ongoing training is no longer a luxury but an essential component of every dealer’s long-term success. So, sales managers and owners, listen up: It’s time to put your sales team on the fast track to success through continuous learning and skills development.
Triple Threat: Core Skills for Sales Success
So, what specific skills should your salespeople practice? Let’s break it down into three core areas:
products information: As new models are introduced and technological advancements become more prominent, salespeople must have a deep understanding of the products they are selling. With investment product knowledge training, your sales team will be better able to answer customer questions and provide valuable insights that influence purchasing decisions.
customer service: A positive customer experience is critical to generating repeat business and attracting new customers. Make sure your salespeople actively listen and empathize, and tailor their approach to meet each customer’s unique needs and preferences. Train them to communicate clearly and effectively face-to-face through digital channels.
Sales skills: The best salespeople are adaptable and proficient in a variety of sales methods. So equip your team with the skills to use consultative sales, negotiation skills, and upsell strategies. By honing these skills, your salespeople will be better prepared to close deals and build lasting customer relationships.
Invest in your sales team: a win-win strategy
As a dealership owner or sales manager, it is critical to recognize the value of ongoing training in these areas. By investing in the continued growth of your team, you will develop a sales team that is agile, knowledgeable and ready to excel in today’s dynamic automotive landscape.
Find the right training partner
Now, you may be wondering: How do I find the right training program for my sales team? The answer is simple: work with a trusted company that specializes in car dealer training. With their expertise and resources, they can tailor training programs to the specific needs of dealers.
Although the price depends on factors such as team size and thoroughness of training, organizations like Joe Verde Sales and Management Training, JM&A Group, NADA and other companies provide reasonable services through Google. Of course, ask other dealers as well.
But whatever you do, stop your salespeople from paying. When asked how they paid for training, most commenters responded, “My company paid for my training.”
Take Control of the Steering Wheel: Drive Your Dealership to Success
It’s time to improve your sales team’s performance and drive dealer sales to new heights. Act now to invest in their continued growth.
Contact an automotive dealer training expert today to learn more about how they can help you create a winning sales team. After all, when your salespeople succeed, your dealership thrives.
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