As the auto industry continues to rebound following the COVID-19 pandemic, auto manufacturers and consumers alike are looking to move beyond the tough year that was 2021. The question asked by many auto sales professionals is: How To Sell More Cars?
While a surge in electric vehicles saw an increasing shift toward proactive energy consumption, other trends made it less clear what was in store for 2022.
As shortages continue to impact the auto industry, including shortages of semiconductor chips, prices are expected to rise as dealerships struggle to keep their lots full.
For professionals or aspiring professionals in the auto industry, learning how to sell more cars in 2022 can require a more proactive approach than ever before.
Today, we are going to use some tips and guidelines put in place by the Automotive Dealership Institute to better prepare for the 2022 automotive sales season.
Practice Makes Perfect – Especially in Sales
In the constantly changing and evolving world of automotive sales, it is more important than ever to stay abreast of current changes in the marketplace.
This means that we have to be proactive in how we practice and perfect our skills to make sales.
Athletes need to simulate games to better prepare themselves and sales professionals need to simulate interactions with customers to properly navigate potential outcomes.
When a salesperson practices, they prepare themselves for potential outcomes. The more we train, the more we familiarize ourselves with potential problems that could manifest.
When we are prepared for potential problems through a training regime, we can be ready to overcome them in the moment.
Aspiring sales professionals should practice calls, simulate interactions at the dealership, and practice any techniques that they plan to implement during their career.
In order to find some guidance for your training and practicing efforts, consider reaching out to the team at the Automotive Dealership Institute.
The Automotive Dealership Institute is the only licensed and independent F&I school in the United States. With more than 32 years of experience, the F&I program at ADI is ideal for preparing any professional for the field.
Building a Foundation of Trust
Working in a position of sales comes with it a degree of earned distrust. After all, your clients are coming to you to make a purchase, they have to trust that you have their best interests in mind.
In order to reach across this gulf of distrust, a sales person must be able to impart significant knowledge in a digestible way, all while knowing what they are talking about.
In order to build a foundation of trust with your clients today and for years to come, make sure that you present yourself as an authority.
You should either be able to answer questions or find out the answers to any questions your customers may ask, even if you feel like those questions are absurd.
To better prepare for the questions that may come, consider undergoing training with ADI.
Trust isn’t only about supplying someone with something. Trust is also about learning how to communicate so that both parties end up feeling heard.
Practice active listening to show your clients that you hear, understand, and intend to help them as best you can.
F&I Is Important As Well
While most of our focus is directed toward what happens on the showroom floor, it is far from the only thing that matters. Whether you are working in front or in the finance office, learning to talk about money is of the utmost importance.
You should be able to connect with clients while discussing contracts and financing while maintaining an air of comfort. You should be as interested in your client’s BMW as your next client’s old Pontiac.
Of course, offering better service is about more than just knowing what you are talking about. Treat customers with the respect that they are owed and work within the paradigm that they establish.
If you know their budget is only so large, then offer options that can match their income. Discussing trade-in value while discussing potential deals is another great way to foster trust, build a rapport, and develop a better sales record.
You don’t have to be Tom Cruise, but you do need to play the role of a professional at every step of the journey.
Embrace Modern Sales Changes
Selling a car thirty years ago versus selling one today will reveal major differences. Despite these major changes, the core experience still needs to remain the same: informed guidance fueled by a professional demeanor.
With that being said, there are some changes that we have to acknowledge before we can overcome them.
First and foremost, the traditional car buying experience has changed forever. People are no longer looking to spend an entire day at the dealership while test driving a dozen cars.
Now, people do their research ahead of time and on the internet, often using email and text messaging to begin their journey.
Before customers ever step foot onto your lot, they are often more informed than ever. Understanding this change is core to success.
Next, you need to embrace change by pivoting to technology. We live in a world of instant communication and information overload. Make communicating key information as easy and accessible as possible, often through the use of video.
Videos embedded in emails have an increased response rate when compared to non-video embedded emails.
Video learning is a great way to connect with audiences while providing them with essential information.
Finally, understand your core goal is to get a customer onto your lot and into the showroom. While scheduling appointments is great, the true goal of communication with a client is to inspire them to visit you in-person.
Understanding this mindset will allow you to communicate through calls, emails, and chats with more clarified goals.
Get Started With the Automotive Dealership Institute
Are you ready to take your career to the next level? If you want to fulfill your goals in the automotive field, the Automotive Dealership Institute can help.
Based out of Scottsdale, AZ, the Automotive Dealership Institute offers an industry-leading F&I training program with more than 90% of graduates finding job placement within 90 days of graduation.
Get started on your path to the top by reaching out to ADI today to ask questions regarding F&I Training program.
Call Ray today, 1-877-592-6313, and ask about your new career as an F&I Manager.