Knowing everything about the cars you’re selling, asking great questions, and delivering the perfect close doesn’t matter if you can’t get customers to talk to you. The stronger your communication skills, the easier and more effective the sales process will be. Be available wherever your customers are. This course focuses on communication strategies when customers are using email as their primary method of communication.
Knowing everything about the cars you’re selling, asking great questions, and delivering the perfect close doesn’t matter if you can’t get customers to talk to you. The stronger your communication skills, the easier and more effective the sales process will be. Be available wherever your customers are. This course focuses on communication strategies when customers are using text as their primary method of communication.
Knowing everything about the cars you’re selling, asking great questions, and delivering the perfect close doesn’t matter if you can’t get customers to talk to you. The stronger your communication skills, the easier and more effective the sales process will be. Be available wherever your customers are. This course focuses on communication strategies when customers are using phone calls as their primary method of communication.
Knowing everything about the cars you’re selling, asking great questions, and delivering the perfect close doesn’t matter if you can’t get customers to talk to you. The stronger your communication skills, the easier and more effective the sales process will be. Be available wherever your customers are. This course focuses on communication strategies when customers are face to face.
Take a moment and scroll through your Facebook feed. You probably noticed a handful of videos, either shared by friends or companies that you follow. Video is becoming more popular among dealerships to promote their store and humanize the experience in the process. In fact, more than 500 million people are watching Facebook videos each day. If you begin streaming and sharing videos that provide useful information, you will gain the trust of your audience, which makes car sales prospecting a little easier. Despite all the unique methods for car sales prospecting, in the end, closing the deal depends on trust which is only present when there’s a human connection.
Twitter and other social networks have become a lightweight background check, for both consumers and businesses. Review sites like Yelp and TripAdvisor have enormous power over both discovery and consumer perception of your business. Your customers now have an enormous number of references at their disposal and they aren’t afraid to use them. In this course, learn the meaning of a brand and why it’s important to breathe your brand.
New ways of buying require new ways of selling. Yesterday’s sales representative needed to know everything about the vehicles they sold and how to use strong tactics to close a deal. Today’s sales representative needs to provide a more collaborative, consultative experience because customers show up knowing more about their vehicle of interest than ever. The goal of a salesperson is not to close the customer, but to help them through their buying journey. Customers need guidance and information; not closing tactics designed to just get them into the store. In this course, learn how to evolve behaviors from transactional-based selling to relationship-based selling and execute great processes to operationalize new mindsets and attitudes.
Service recovery is the process by which organizations react to and recover from a poor customer experience. When a mistake is made, well-performed service recovery will protect relationships with customers. A well-executed service recovery will keep a customer at the time of the issue and afterwards. Alternatively, a poorly executed service recovery process may not keep them at all. In situations where an area of concern has occurred, customers want an apology, an explanation, and reassurance that the issue will not happen again. In this course, you’ll learn the five critical steps to take upon recognizing a service failure.
DISC is a model that helps us better understand our communication style and improve how we respond and work with others. As the value proposition continues to transition away from products and towards a more consultative, service-driven approach, augmenting your communication style can be a highly effective way to respond to customers.
Communication in sales is often thought of as a salesperson giving customers information. But successful communication is motivating customers to give information to you. Getting customers to willingly share information is largely based on your behaviors and how you’re asking. The secret to more successful communication begins with understanding your own communication preferences and tendencies. It’s quite easy to get along with and persuade certain people when you can almost instantly and effortlessly understand the other person.
Have you ever been in a situation where you felt more like a number than a customer? It’s a poor experience when you’re working with someone who doesn’t see you as an individual and certainly not one that inspires you to buy. If you want to sell cars, or anything for that matter, you can’t sell how you’d like to be sold to. Instead of taking a one size fits all approach and selling based on how you’re most comfortable, adapt your communication to the buyer’s style. We know that customers all buy differently. For example, some people prefer to quickly buy, others slowly. Some customers want a lot of information and detail, for others a simple, “is x model available” is all they want to know. Some buyer types make purchases quickly and others take their time and try to avoid risk. Some can be intimidating to the point of being rude; others are quite passive and easily manipulated. These personality variables can make selling a challenge at times. So, it’s important to know how to identify what type of buyer you’re working with and then understand how to best connect with them.