In every dealership, there is a Top Dog, number one Salesperson. This is the person who everyone wants to be, in some way or another. There are usually some common factors which make this person as good as they are. Below we discuss some characteristics of that top salesperson, the new sales reps hope to be one day.
- Organization
Most Top Dogs have some level of organization. It may not make sense to you, but their follow up is done a certain way. Their desk has notes in order of importance. Their deliveries are set just right. Or, some have someone, an assistant, who makes sure all of these things are in place. Either way, they have organization at some level. - Schedule
Most great salespeople have a schedule in place. It may not be strict but it is typically followed. Something like, most follow up calls are made between the hours of 11am-3pm or no calls between 5pm-7pm, etc. They also tend to schedule vehicle deliveries in specific time slots. Time slots based on when the finance department wouldn’t be busy with SPOT deliveries, or what works best for most client’s work schedules. Either way, having some sort of schedule in place will help you to do your job at a superior level to those around you. - Charisma
Every person, who has ever Sold me anything, has had a special something about them. Something that made me like them. Something that made me feel good about buying a product from them. Usually, it is a great sense of humor with a great knowledge of the product that they are selling. It could just involve the way they spoke to me or the way they involved me in the purchase. It is different for everyone, but find out what your best quality is and improve upon it in any way you can. Take advantage of your natural talents. - Knowledge
Who likes to buy a car from someone who knows nothing about the car? The answer – NO ONE! You may not need to know EVERY ASPECT of the vehicle, but know the basics. If you have an appointment with someone on a vehicle, go refresh yourself on that vehicle. Do so based on conversations you have had with the client to verify you are giving them information which is important to THEM!
Example: I like good stereos and speed, don’t talk to me about coefficient of drag and airbags. - Attitude
BE POSITIVE! No one likes to be around someone who is negative. If you don’t like the manager you are working with, keep it to yourself. If you hate the car that they love, shut your mouth! You are allowed to have your opinion but in some cases, it is best to keep it to yourself! Having a positive attitude will not only help you get along with co-workers and have a less miserable day that you would have had otherwise, but it will also help you sell more cars. Your customers can feel your mood and most would be put off buying from a crabby car salesperson. This is an exciting time for them, make it feel like you are genuinely happy for them. - Association
Surround yourself with people who help you to become better at what you do! Don’t hang around the typical clusters by the “water-cooler.” I am not saying, don’t speak to your co-workers EVER. I am just saying, surround yourself with like minded people. “Birds of a feather, flock together” can be a positive thing. If you are around successful people, you are more likely to be successful. You tend to pick up their habits, in a good way. Instead of picking up habits like hiding in the breakroom or avoiding Ups that look challenging. - BE YOU!
Not everyone is going to be the best, but be the the best you, that you can be. Everyone is unique. Every customer is unique. and every Salesperson is unique. It may turn out that the guy who just walked onto the lot likes the exact same pro-wrestler who you worshipped as a kid. Or maybe you both have a child who is around the same age and are struggling with similar challenges of that stage. Perhaps their dog is like your dog in that he’s always chewing up the WRONG items in your house. Take the time to be yourself, ask questions and get to know your customer. You may find that the 5 minute friend you make adds a few extra digits to your paycheck as well.
There are a million things that a Salesperson can do to be Top Dog. Find out what that means for you and get to work! It can only make things better for you! Have any tips of your own? Share them below in the comments section or let us know what you think about the tips above.
iMagicLab 