Blog

Car Sales Training 101

Posted by Insignia Group on May 18, 2022 5:21:13 PM

You just landed a new job selling cars. Maybe you’ve got the stereotypical car salesman in your head, and you’re unsure how to approach your customers. The good news is, it’s not as hard as you think. It’s simple—follow a proven process, and it works! 

First, know that someone walking into the dealership doesn’t equate to a qualified lead. It’s your job to qualify the customer to determine whether they’re serious about buying a car or not. You can easily find that out during your needs assessment, which will be your first step. 

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Topics: Sales Best Practices, accessory sales

Guide to Overcome Car Sales Objections

Posted by Insignia Group on May 12, 2022 4:15:06 PM

The check engine light in a car is a warning sign of an underlying problem. Objections are no different. They’re a sign to point you to the actual problem.

Every day, car salesmen and women do mental gymnastics to get a car sold. At first, it can be strenuous and stressful—so practicing overcoming objections will make you more skilled. Before long, you'll be flipping over that balance beam with grace.

Selling accessories at the point of sale can also bring objections. Learning to bend without breaking in this arena offers enormous payoff. Within 90 days of purchase, 80% of your customers will accessorize their car. You can be sure that they’re going to buy accessories somewhere. 

Learn to overcome these common objections and get that cash back in your pocket.

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Topics: Sales Best Practices, Dealership, tips, accessory sales

Car Sales Start at the Walkaround

Posted by Whitney Williams on May 9, 2022 3:36:06 PM

Every good salesperson knows that the car sale begins almost immediately. 

A customer walks into your dealership and sits down at your desk. Building rapport is strategically interwoven with an assessment that lets the salesperson know what their customer wants and needs. When the needs assessment is appropriately thorough, the first walkaround comes easily. 

If you’ve ever struggled to sell a car (so basically…everyone), read on to see how three walkarounds per customer can improve your odds of delivering a vehicle your customer can’t turn down.

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Topics: Sales Best Practices, accessory sales

10 Tips for Dealership Sales Managers

Posted by Whitney Williams on Apr 11, 2022 10:02:58 AM

Did you know the number one reason people quit their job is poor company culture? When you're in management, you can set the temperature in the workplace environment and lead by example. 

Whether you've just landed a job as a dealership sales manager or been in the role for a while, it's good to assess your leadership skills. So check out these ten tips to make you a better dealership sales manager!

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Topics: Sales Best Practices, Dealership, tips, accessory sales

Auto Accessory Sales Tips for Low Inventory

Posted by Insignia Group on Dec 15, 2021 10:50:49 AM

While low inventory isn’t a new issue and the residual effects are going to be around for a few more years, it’s always good to share tips that have real results! Our consultants have been working through the chip shortage, in the trenches, with dealerships for the last year. Whether your dealership had lots of volume and didn’t start to see a shortage until August 2021 or your dealership felt the shortage almost immediately, we’ve been working with everyone to find the right strategies to keep revenue up where possible.

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Topics: Sales Best Practices, low inventory

7 Mistakes Sales Managers Make

Posted by Whitney Williams on Oct 25, 2021 4:43:00 PM

Managing a department with an 80% annual turnover rate isn’t for the faint of heart. Add in an inventory shortage, social distancing, and a sharp increase in digital retailing; and, it’s enough to make somebody crazy. The good news is, sales managers don’t have to go on a yoga retreat to escape the chaos. There are manageable steps to make the sales department better and keep your General Manager happy. Avoid these common pitfalls to get out of survival mode as we skate into 2022. 

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Topics: Sales Best Practices, Process Training, sales team, tips

How To Be A Successful Car Salesman

Posted by Whitney Williams on Jun 1, 2021 1:10:30 PM

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.
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Topics: Sales Best Practices, sales

Improving the Car Buyer Experience in Dealerships

Posted by Whitney Williams on May 17, 2021 12:05:51 PM

Customer experience will make or break you. 

In a world of Google reviews and social media, the power belongs to the people. In 2021, customers want charcuterie boards and live streams of film festivals in the waiting room. Somewhere along the way, the automotive industry married into the hospitality industry, and now here we are—selling cars and imitating the Marriott at the same time. After a collective sigh and a group therapy session, we should all accept reality and transcend. CSI scores, referrals, and front-end gross are at stake. Dealerships in 2021 can meet and exceed OE goals, sell online and in-store, socially distance, provide a stellar 5-star experience, and create repeat business. Yes, even you, and we'll tell you how. 

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Topics: Sales Best Practices, Customer Retention, profit

The Top 3 Places To Link Your Accessory Site

Posted by Whitney Williams on May 21, 2020 4:00:00 PM

As dealers across the nation adjust to selling vehicles online, it’s imperative that we don’t skip vehicle personalization. The easiest way to ensure customers and salespeople have a fair shot at a perfectly adorned vehicle is to make your accessory link easy to find. Trip and fall over it easy. “There it is again” easy. “I didn’t find the link, the link found me” kind of easy. When you strategically place your personalization link, you make your salesperson’s life easier, and your customer more likely to buy. 

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Topics: Accessories System, Sales Best Practices, Customer Retention, Increase Profits, Dealership, Vehicle Personalization, accessories, sales, customers, Accessories sales, configurator, online catalog, Margin Compression, COVID-19

Attacking Margin Compression During A Pandemic

Posted by Whitney Williams on May 7, 2020 12:30:00 PM

Margin compression matters now more than ever. As dealers adapt to selling cars digitally, or with skeleton crews, monthly sales volumes are on a slippery slope. Though our present industry reality is less than ideal, we aren’t without hope. We have the tools to make every car sale count, to the extent of tipping this month’s scale back into balance, precarious as it may be.

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Topics: Accessories System, Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, success, relationships, Accessories sales, tips, increase sales, dealer, Margin Compression, COVID-19