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Selling cars is a highly stressful job.
Dealership employees are used to accommodating different personality types, dealing with high levels of pressure, misconceptions, and long hours in addition to shrinking profits. Then you have the stereotype of the used car salesman to overcome, as well as the elements and the fraught mediation between the customer and the sales manager. Many customers believe that salespeople make a lot of money off of the deal, whereas this is rarely true. Selling cars can be an uphill battle, but there are some tricks to becoming a successful car salesman. This article will examine how to be a better salesman by using accessories.5 Tips to Be a Better Salesman
We have tips that not only show you how to sell more cars at a dealership, they also help you make more commission with each sale. No one got into selling for the fame, they came for the bag.
Personalize Your Salesperson Brand
A lot of car salesmen marketing can be just throwing it against the wall to see what sticks. Vehicle Personalization, on the other hand, considers the individual. Car salesman marketing to a broad audience has its place. Once you’ve got your prospect, it’s time to cater to their lifestyle. As you ask great questions and get to know the person, you’ll have a plethora of options to turn the conversation towards accessories. Personalizing helps the customer get the car they really want, in the budget they have. It also leads to a more satisfied customer, and happy customers write reviews, send their friends, and come back! The use of accessories is how to become a successful car salesman.
Use Video
Almost all car salesmen’s marketing has gone digital. Today, you’ve got to engage your customers with video presentations to become a successful car salesman. A personalized video message from you will help humanize the car buying process. Use the customer's name and mention the model(s) they are interested in, rather than creating a generic video. Everybody can make a quick video with their smartphone. When it comes to selling a particular vehicle or showcasing accessories, explainer videos should be used throughout the process. Adding a super quick personal touch is a great way to sell more cars at a dealership!
You can also use videos to prospect as a car salesman on social media. Social media marketing for car salesman with videos is lucrative. Ever heard of people named That Chevy Dude or Toyota Jeff?
Invest in SEO and Social Media
If there’s anyone the marketing team or web designer should consult with, it’s salespeople. No one knows what the customer is looking and asking for, quite like the sales staff. According to a 2020 study by Ahrefs, over 90% of web content gets no traffic from Google. Zero. What good is a beautiful website that no one sees? The best car salesmen’s marketing efforts fall flat without a strategy. Your web content should be crawling, lurking, boasting, and showcasing SEO search terms. When you can get in front of an online researcher, you’re one step closer to seeing them in-store. Check with the sales manager about the quality of the website and the marketing the dealership is already doing. You can build on that with your own social media. Social media, especially, is an excellent way to prospect as a car salesman!
Many salespeople find creating a social media profile for themselves is an excellent way to start social media marketing for more car sale leads. A friendly page that you get your customers to share, or share your happy customers on, can boost your likeability and confidence people have in you.
Do Some Research
Speaking of online research, your customer will come in equipped with hours of research. A salesperson that knows their car brand inside and out will have a considerable advantage. Customers are likely to bring up what they’ve learned online. It’s your job to speak intelligently about it and gently guide them away from any false information. Become their own personal Alexa with your knowledge of the car, its accessories, its strengths, and its hang-ups. You’ll make your customer feel confident in their decision. It goes without saying that staying up to date on automotive trends is a great way to become a better car salesperson.
Double Dip
If you ask a seasoned dealership employee how to become a better car salesperson, they’ll tell you not to lose track of the customers you’ve already closed. Once you’ve sold a car, you can come back around to that customer a bit later. The relationship doesn’t need to end at the sale. Follow up with a tasteful review request, check in to see how they like their car, and engage on social media. Featuring a customer on your social platforms is a great way to connect. If you’ve got a promotion going, send it to your former customers. Over time, you’ll build your own community.
Increase Your Sales Commission
Vehicle Personalization (accessories) is the easiest, most profitable way to increase commissions. Sales is a numbers game, and accessories are a multi-billion dollar industry. The numbers are in your favor! All you have to do to set yourself up for success is commit to presenting accessories to every customer, every time. It’s not going to ruin your car sale. It’s not another sales pitch. Personalization is an offer to make the car exactly what the customer needs and wants. People are crazy about customizing. The only question is who is getting the money from it. Is it you, Amazon, or the retail shop down the road?
Insignia Group Has Best Practices for You
Insignia Group is the leading provider of digital platforms for online and in-person accessory sales. Our nationwide consultants partner with dealerships to create a point of sale accessory process uniquely tailored to the store. We provide best practice tips, training, and expertise from the field. Selling accessories in your showroom can add an average of $645 extra in sales per order. Or, if you’re this guy, an extra 10k! (Now that’s how you become a more successful car salesman!)
Great Resources For Being A Better Salesperson
Additional, affordable resources to further hone your craft can be found here and here.
