Category: Sales Training

8 Sales Tips To Help You Make A Good First Impression

selling

When it comes to selling, you want to have everything possible going in your favor. Obviously proposals, presentations, product knowledge, follow-up, and other “major” items are important, but at the same time, you want to have the little things going for you too. Every little bit helps. While some of these items are more important than others, they can all impact your sales.

8 Sales Tips for Making a Successful First Impression

1) Arrive on time – This one is fairly self explanatory. On the rare occasion that you’re going to be late, call ahead and let the prospect know.

2) Be prepared – Make sure you’ve done all your homework ahead of time and know about who you are meeting with along with something about his business. Make sure you have everything you need for the call and that everything you present is clean, complete, correct, and presentable.

3) Treat all the people you meet with respect – Be nice to everyone at the facility. Smile, say hello and goodbye to all the people you encounter.

4) Your appearance – Often clothes, hair, shoes, etc., are the first thing people will notice about you. Dress the part of the professional salesperson. Watch for wrinkles, spots, dirt, etc. in clothing. Try to get a look in the mirror at least every couple of hours to check your hair, teeth, clothing, etc. Your overall objective is: to look clean, crisp, fresh, and professional.

Make sure your breath is decent and always carry around some mints. Also, when possible, avoid coffee, alcohol, and dairy products during the day. Try to save garlic for the weekends.

5) Your Handshake – Your handshake gives a definite impression to other people. A firm, but non-bone crushing handshake is the objective. Your hand should be warm and dry. If you have sweaty hands, hold the palm side of your hand on your clothing before shaking someone’s hand. This is much more subtle than wiping your hand on your clothing.

When you approach to shake hands, look at the other person’s hand briefly. Aim the crux of your thumb and index finger at the same spot on the other person’s hand. Once the crux of your fingers hits theirs, grab hold and shake firmly. Look the person in the eye and smile while shaking hands.

6) Show interest – Focus on the prospect and how you can help. Lean in a bit, and listen intently to what the prospect is saying. You want to show the prospect that you are extremely interested in what she has to say and that you are paying very close attention. The question you want running through your mind is: How can I help this person?

7) Be positive – Be upbeat and energetic, smile.

8) Some Things to watch for at the Customer’s Facility – Your approach to a sales call begins in the prospect’s parking lot. When you get out of your car, you never know who can see you from which window or who is in the parking lot with you. You must act as if you have a TV camera and open microphone focused on you at all times.

Do not park up front in the “prime” parking spots. These are reserved for customers and sometimes upper-level management, not salespeople.

Finding Modern Selling Techniques Through Sales Training Programs

There are many different resources a business can turn to when trying to determine the best opportunities for driving sales and reaching more consumers. While many businesses rely on the solutions offered by marketing and advertising strategies, these resources will only allow you to draw in consumer attraction. The most efficient way to generate sales for your business is to have a quality staff you can rely upon to build off that attraction and close deals on a regular basis. An asset your company can rely upon when trying to improve the strength of your staff is found with sales training programs.

There are many different programs your business can take advantage of. One resource most businesses take advantage of is found with understanding modern selling techniques and how they assist you in capturing immediate sales as well as long-term loyalty. This is best displayed in the modern selling model you will be able to learn of through your sales training programs. With this model you can understand the four steps of a consumer’s behavior including awareness, understanding, commitment, and going forward.

Awareness

The first phase of consumer behavior you will discover from your sales training programs relates to consumer becoming aware that they have a specific need to be filled. This need helps to generate demand and represents the first phase of client engagement since it creates an opportunity to attract consumers.

Understanding

Once a consumer has become aware of a particular item they need, they have a tendency to go to different stores to find the best fit. This second phase of client engagement represents an opportunity to provide consumers with information on the goods or services your business provides as well as begin to establish an understanding that your business represents their greatest opportunity to invest into.

Commitment

The next phase of the model begins to incorporate sales techniques as you transition a consumer from understanding your goods or services are the best available to them to now getting them to commit to an investment. This represents the first phase of client management utilizing techniques to close the sale and convince them this is in the best interests.

Going forward

The final phase of client management and the modern selling model can be found with going forward. This represents the phase where you will be able to create an understanding and capture the commitment so you are now closing the sale. This is important since not only will a quality relationship be built upon this single sale it also helps build confidence in the possibility future sales.

Automotive Sales Training

Are you looking for ways to turn browsers into buyers? If so, consider the following five tips that will help you learn to turn your car browsers into car buyers.

Car Sales Training: Tip 1: Make a Connection with Your Customers

The first thing you have to do is find common ground with the person who is just looking. It isn’t hard to find things in common. If you have kids or like to travel, find out if the client does. In addition to giving you something in common you will also find out things that help you determine the best type of vehicle for the client. After all, someone who has kids may need a minivan instead of a single cab truck.

Automobile Sales Training: Second, Listen for Clues to What Your Customer Wants

Instead of asking questions about the customers down payment or trade in you need to stop and listen to what your customer wants in a new vehicle. Does the customer need a vehicle that gets more miles to the gallon or a car with more space? Take the time to figure out which features your customer needs before matching them with the best car payment. Most clients are not just looking for a new car. They are looking for someone who can listen and give them the car that matches their needs.

Car Sales Training Step 3: Match the Car to the Person

Take the information you have learned and use it to find the perfect car. If a customer thinks you are listening to their needs they will be more likely to listen to your suggestions. If you know your customer is looking for more room in the car you are sure to get a great response when you show the new model with extra large interior space.

Car Sales Training Step 4: Offer Evidence to Back up Your Reasoning

You can tell a customer that the vehicle is the safest new model, but they will be more likely to believe you if they have proof. Put together a Book of Facts. Include clippings from popular car reviews, reports from the manufacturer detailing features and benefits, and statements from previous customers detailing their satisfaction with the vehicle. When your customer sees that what you have said isn’t just your opinion, they will feel more comfortable.

Car Sales Training Tip 5: Show off Your Dealership

Customers want to know they are more than just a down payment or sale. Make them feel like a part of the family by showing them around the lot. Make introductions to the staff and workers. Customers are making a major investment so you need to show them that everyone will be more than willing to help if they need maintenance or service in the future.

Auto Sales Training Tips and Strategies

Many salespeople make the mistake of not paying enough attention to the process of investigation. They don’t realize what a large impact this step can have on their bottom line. Building rapport with a customer with personalized conversations and using the information they present to you will make it much easier to present only vehicles they are truly interested in to them. It will also build their confidence in you and can help you to close the sale. Learn to be a competent investigator. These skills will serve you well for the remainder of your sales career.

Car Salesmen Tip One: Build a Relationship The first step in any investigation is building a relationship with your customer. This is as simple as having a brief chat before you start your sales pitch. Their lifestyle, work, hobbies and other interest will all have an impact on their decision to buy a car and what car they buy. Try to find a shared interest or hobby and build on it. If you and your client both have young children, talk about that. Perhaps he is an avid fisherman; draw him out by asking about recent trips. Avoid potential conflicts by not discussing any taboo topic like politics or religion. Topics such as those are a sure way to derail the conversation. You don’t have to spend a lot of time getting to know your customer, just make sure you gain enough insight into their personality and life to make the sale easier.

Car Sales Training Tip Two: What’s the Point? Investigation does serve a purpose, and an important one at that. Throughout your investigation, you will gather information that you can use when you make your presentation. Furthermore, your customer will feel more comfortable with you and be more likely to have faith and confidence in what you are selling them. Finally, because you have good rapport, have made a proper presentation and your customer trusts you, it is much more likely that you will close the sale.

Car Salesmen Tip Three: How to Conduct a Proper Investigation Actually listen to your customer and make sure you hear what they are saying. A prime mistake made in investigation is assuming you understand what they are saying. Take the time to make sure you hear them correctly. Also, sit back and watch them. Take note of where they pause and why. Use this information to tailor your sale pitch to them. Question your customer to further narrow down their car choice. That is all it takes!

The investigation portion of the sales process may be one of the most tedious, but it is also one of the most important. Learn to put good investigating skills to use to discern what your customer wants and needs. Build rapport to make your presentation easier, build trust and close the deal. Use simple tactic like watching, listening, questioning and keeping on track to make investigating easier. A thorough investigation is key to increasing sales.