It's no secret that sales people have often had bad wraps. Many people don't think of sales as a legitimate career, but it most certainly can be! You should start by being passionate about what you're selling, who you’re selling too, and most importantly match the right product with the right person. Then you can walk away feeling like you did a great service, and knowing it’s a win-win for everyone involved.
When I'm meeting with a brand new client, rather than immediately talking about the car, I start out by getting to know them. I ask questions and try to understand their needs. For example, even though I specialize in Lamborghini’s, I’m not going to put someone who has a hard time getting in and out of their vehicle in one. I would steer them toward one of our 6 brands that they can get in and out of with ease, and that they'll enjoy using on a daily basis. I ask every single client about their life, their lifestyle, their family, and what their daily routine is. I also ask why they want the car and where they see themselves driving it. That way, I can help them hone in on what they want and what will work best for their lifestyle. Now in a a lot of cases the client already knows exactly what they want, so it’s my job to point them in the direction of the best car for the best value. Other times, you need to really guide them to make the right sale. Regardless, If you treat the client with respect, place them in the right car, and they have a good experience, they'll keep coming back and you’ll have earned a client for life. Communication is one of the biggest and most important aspects of selling. You really should take the time to get to know your clients and the rest will be easy.
I know a lot of people who work in the car business who sell whatever they need to sell for any number of reasons. For example….they need to get rid of a car that’s been sitting too long, maybe next year's models are coming in, the list of excuses goes on and on. I really work to make the sales transaction a win-win. For example, if I have some older cars, I'll tell my clients "I have these 2015 models left so I can do a big blow out deal for you". If budget is one of the clients main concern, then that might really appeal to them. However, If they're most concerned about style, details and specifics, then I prefer to steer them to the new model coming down the line. I may have to wait longer to make the deal, but I’ve made the client happy and that’s the most important factor. I’ve found that building relationships and building trust is so important. At the end of the day, I want my clients to think "Sure, buying a car could be a pain in the ass, but dealing with Heather is fun. She makes it easy and she always looks after me". If I accomplish that, I can walk away feeling good about what I’ve sold.
Another thing that I consider is the long game. Rather than try to make a home run on every deal, I think of working in sales as a long term. Often, it's so easy for sales people to get caught up in the sales numbers or quotas rather than focusing on the client. Ultimately, I try to focus on my customers and their overall experience….did I treat that customer right? Did I put them in the right car? Did they walk away happy? Did I build a meaningful relationship? I honestly try to think of each and every one of them as a friend. By focusing on them….it will pay off in the long-run. At the end of the day…people talk. If the customer had a good experience, they'll tell everyone they know about it and business will increase. Sure, maybe numbers wise you won't always have the best month, compared to other sales people, but you might have the best year and you’ll have client’s that will be loyal. That's more important in the long-run and you’ll sleep good at night knowing you created a positive experience for your yourself and your clientele.