Car Salesman Training for Success
There are wide different varieties of car salesman training being taught today. Some are better than others, and some are practically nonexistent. I will explain the types of auto sales disciplines needed to become a successful car salesman or saleswoman, along with the groundwork for anyone to pursue a prosperous automobile sales career.
Basic Car Sales Training
In some dealerships, the car salesman education required to start selling cars is not more than an orientation or indoctrination of the auto sales training steps or the steps to the sale. Often, this is done by a sales manager and is often seriously lacking. You need to build the solid foundation required to become a successful salesperson. The sales staff turnover at these dealers is usually high. Plus, the success rate and profitability are, at best dismal. The pay plan for salespeople is often poor, and it does little or nothing to motivate the staff. This type of place is not where you want to start your car sales career if you can help it unless you don’t care about succeeding.
However, car sales training is taken more seriously in most new car dealerships today. They may have a member of the sales management team do the training, but it consists of two or more full days, includes word tracks, scripts, and drills, and provides a proper car salesman sales education. It usually includes a printed or copied car sales manual or handbook and the basic skills required to get started.
Mentoring is a Very Good Practice
Then the Green Pea is let loose on the lot to start selling cars for them to get a taste of the territory that is the business of selling cars for a living. A sales manager or senior staff member will monitor and coach them until they learn the basics. From there, they are usually on their own, except for occasional advice, guidance, or a car salesman tip.
Some of the more prominent and more successful dealers and dealer groups have a car sales training manager on staff, and some use an outside firm that comes in and trains their Newbies. Both scenarios are usually very good at preparing new sales staff additions and often supply ongoing education to sales staff. This is an excellent place to begin your car sales profession, along with the abovementioned description.
Product Knowledge and Automotive Sales Training
Most automakers offer some training to a dealership’s sales team, but it usually involves product knowledge. This type of training is valuable and essential because product knowledge can make the difference between making and losing a sale. Knowing the benefits of your product over your competitor is priceless when it comes to closing a deal. This type of education is excellent, but these manufacturer-hosted events are usually only done when launching a new model or restyle. Some dealerships will regularly train and host product knowledge classes in-house. That’s because they understand that knowledgeable salespeople will make more deals. To sell more cars and further your earning ability, you should take the initiative and educate yourself on the product you represent. This website is loaded with free auto sales training articles and posts that you can use to further your training.
Advanced Car Sales Training
Few dealers offer more than the type of car salesman training I described above. With any profession, ongoing education is always an asset; the same goes for selling cars. Even the seasoned veteran can benefit from more and regular training. There are many areas of the car sales profession that you will learn over time, such as prospecting, referrals, follow-up, using the telephone, and closing the sales, but are you willing to wait to learn how to make more commissions and sell more cars? If not, you usually have taken it upon yourself to further your auto sales training. You can check out our car salesman training manual on the right for more information.
Optimum Car Salesman Training for Selling Cars
Auto sales training is like pay plans in the car business because every dealer handles this responsibility differently. Whatever type of sales foundation or indoctrination you have received is better than nothing, although plenty of salespeople have started in this business with relatively no seasoning other than being told to go out on the lot and get a customer. To cultivate a true car sales professional, the schooling should be ongoing and never stop.
The constant seasoning that comes with experience and formal sales training provided by automobile manufacturers and professional trainers is ideal. I was fortunate to sit in on Ford salesman training, Honda, Toyota, Chrysler, and GM. These classes often consisted of car salesman training videos and PowerPoint slides. Typically they are focused on the product more than the process. In addition to these methods, the salesman or saleswoman should supplement their training. This can be done by role-playing, reading, studying the competition, and observing.
Training Makes a Huge Difference
The time, energy, or monies spent on additional training is merely an investment that pays for itself throughout a car sales career. There is big money to be made in the business of car sales. Those that are prepared will reap the rewards that the industry has to offer.
One of the reasons for this car sales website is to help the many thousands of salespeople out there looking to improve their sales skills. The automobile sales training manuals and books below are designed to help the ambitious person who doesn’t want to sit still and wait to get more experience and earn more money. I put this collection together based on the questions and requests of the many readers that regularly visit this site. Look and decide if you want to further your car salesman training. Do you want to earn a larger car salesman salary selling cars or wait until it happens on its own?
Check Out the Car Sales Steps