Do you want to learn how to become a car sales expert? So, get ready to study hard, train hard and make mistakes again and again.
That's because the segment is not easy. On the contrary: it presents several difficulties that can discourage those who are starting now. However, it cannot be denied that being a good car salesman is very rewarding from both a financial and professional point of view.
The secret to becoming a great car sales expert is to understand what the consumer's needs are, even if he doesn't understand them. Then, it is necessary to know how to connect the car to these needs, in order to generate value and benefits for the customer. This will help to close more sales and be more successful in the segment as a whole.
So, do you want to learn how to become a car sales expert? Then see our tips below!
4 tips on how to become a car sales expert
1. Know your customer
A sale is like communication: there is the seller, the product and the consumer. It is important that the seller knows how to communicate to the consumer that the product is the answer to their needs at that time. If this is done, then the sale will be made.
To succeed in sales, it is necessary to know your customer. After all, as stated in the book The Art of War, by Sun Tzu, if you know yourself and your opponent, you need not fear the outcome of 100 battles.
One of the points about knowing your customer is understanding how see Score for funding. This will help to understand who your consumer is, what their conditions are and how to negotiate the right way, focusing efforts on those who are most likely to have financing approved.
In addition, it is important to understand what your customer privileges in a car, what their values are and how this can relate to cars. If you know how to handle these issues, you will be able to sell more easily.
2. Specialize in a segment
Many people believe that the secret to success is to be as broad as possible. After all, the more comprehensive, the greater the number of potential customers, right? This actually makes sense, but having potential customers doesn't mean you will have sales.
In some cases, it is worthwhile to specialize in a niche. Even though you have fewer potential customers, your expertise will increase conversion and you will have more sales in the end.
For example, suppose you have a conversion of 0,5% out of a total of 500.000 people. In that case, you will sell 2.500 cars. However, if you have a conversion of 15% out of a total of 50.000 people, you will sell 7.500 cars, a much higher value.
There are several interesting niches to specialize in. Check some below:
- first car;
- electric automobiles;
- cars for class A;
3. Study, study and study
To become a sales expert, it is necessary to study hard. Not only studying a specific subject, but also a range of content so that you can have a more complete approach.
Regarding sales, for example, how can you have a larger audience? How do you put people in your dealership? This is marketing! After the people inside, how do you convert them into customers? That's sales!
But there are more issues to be studied as well. For example, which sales techniques to use? How to maintain productivity? How to work a client portfolio?
Currently, the Selic rate is at an all-time low. Is this good or bad for selling cars? How to explore this and other opportunities? All of this can be studied and have an impact on your sales.
4. Practice and test
Be a good seller it is a matter of planning and strategy, but also of habits. After all, these are small things that must be repeated every day that can help improve your sales.
The good thing about it is that learning new habits is easy. According to Science, 66 days are enough to learn a new habit. So test and test your approach, see what works, and adopt that stance often in your work.
So, did you learn how to become an expert in car sales? In fact, this is not a simple transformation. However, it is possible to do it with some effort and a lot of dedication.
It is true that, at the moment, the automotive sector is falling by more than 20% compared to 2019. The main reason for this is the pandemic of the new coronavirus, which reduced both the production of vehicles and the purchase of new ones.
However, the prospect is for economic recovery, and this could represent a good opportunity for anyone who is a car salesman, especially for those who specialize in it.
Did you like our tips? So tell us: what kind of car would you like to sell?