Auto sales training is normally carried out in-house, but there are many business advantages to be gained from an external car sales course provided by a specialist training company. Whether it is for your staff or yourself, such courses can offer more than just how to deal with prospective customers. Here is a quick resume of how such a course can benefit you or your sales staff.
Learn the Business
Experienced sales staff can recognize a stroker or flake almost immediately they walk on the lot, but do you even know what these terms mean? Most people learn how to car sales and rental and talk to potential buyers on the job. However, comprehensive auto sales training will accelerate this learning process and get you selling more cars faster.
Yes, experience is invaluable, but even experienced sales personnel benefit significantly from a structured training course where their skills can be fine-tuned to maximize conversions. It also helps to understand the psychology of the prospect. Most will be looking for a bargain, and will walk into a dealership expecting to pay less than the MSRP.
How to Approach Prospects
The way you approach a prospect on the lot can make or break a potential sale. Too pushy and you might scare them away. Too hesitant, and you might fail to make the sale. Some people need to be talked into buying a car while others prefer to walk around themselves until they see something they like.
A car sales course can show you how to identify each type of prospect, and how to approach and talk to them in a way that gains their confidence. Some customers might try to hide the fact they like a particular car by pointing out its faults. If you know how to spot these prospects, you can more easily talk them into buying.
Technical Aspects of Auto Sales Training
All car sales staff should understand every aspect of buying and selling cars, including essential financial and technical details. You or your staff must be aware of all the financing deals available on every car on the lot, details of insurance and any local or state regulations regarding car purchase and finance.
Servicing and warranties are two critical aspects of selling a car. Most car courses will show you that these two factors can make the difference between clinching a sale and the prospect walking off to look elsewhere.
You must also understand the common aspects of each car you are trying to sell: engine capacity, horsepower and even its state of repair. You should also know how a hybrid works, and the difference between diesel and gas engines. Which is ultimately most economical and which type of engine gives most power, what type of car is best for long distance driving and which is best for town. If you display such knowledge then potential customers will come to trust you more.