Its A Fact That Most Car Salespeople Lack Solid Product Knowledge

By Arborg Rooke


When customers are looking for the best cars with low prices, switching their choices from buying a new car into purchasing a used automobile is the key. Switching is a term that is used to describe the buying of used cars instead of the brand new ones. This is a very common thing in the world of sales and automobiles. With this fact, you need to know and develop the skills and strategies of your sales agents in order to close one deal. You need to train them to be an automobile sales professional. Professionals are people who were paid for their work and services given to their respective companies. Like other professions, automotive sales professionals are receiving salary depending on the number of the deals they have closed or sold used cars to customers and according to studies, all completed and finished sales are by 15% of the agents. Professionals are trained in order to give effective and professional services so the question is, how could you train your staffs to become professional sales agents?

According to studies, 75% of the automobile buyers are changing some of the details of their desired dealership upon entering into the sale process. These changes are within the model, color, make, package, methods and types of payments, and used or brand new cars. One typical example is the auto buyers from Alberta who owned an estimated 90 percent of used vehicles or termed as "second hand cars". In this case, an automobile sales professional should be a keen observer and can easily spot the used buyer from a solid brand new car buyer. Knowing the preferences of the customer might be the key to the term they called as "switch". It is the changing of your decision from purchasing a used car instead of a brand new one. But on the other side, switching techniques of your automotive sales professionals are not needed when the customer's mind is focused on having a new gear.

Being familiar and knowledgeable of the car parts are the skills to be learned aside from knowing the preferences of your future client. Know all the possible questions and be ready to address them with specific answers and if they are having second thoughts of buying an expensive car, you could introduce a used car in lower prices. Your benefits as an agent actually come when you sell a two-year old Ford Focus with the same equipment and functions instead of pursuing the brand new ones.

Credit problems are common for the car buyers most especially if they are not qualified in a credit application or they are rejected due to some factors; however, automobile sales professionals could provide some alternatives if they really want to own the car. Used cars with good ownership history could be sold in half price from the original amount so with this, customers may get their desired cars with high saving. Automobile sales agents must explain the warranties if there are any.

Apologizing is a good thing but not necessarily all the time. You should tell your sales staffs, front desk, and front office personnel not to apologize for offering the used cars but tell them that they are highly professionals by saving their clients from big distress of paying debts. Make your staffs and sales agents to be confident enough by simply teaching them how to provide instructions when offering used cars. Good sales managers are suggestive and flexible in providing better options.




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