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Tag Archives: car sales

A sales meeting is not exactly what the team looks forward to. It usually doesn’t make a rep’s heart skip a beat. More often than not, people have thought of it as an unnecessary company requirement that uses up everyone’s precious time. But this is probably because of poor management and lack of any valuable insights that could actually help sales representatives with their daily challenges.

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A car sales meeting needs a particular structure and flow. A manager should make sure that there is clearly a reason for holding one. Even if upper management simply makes it compulsory, the agenda should still be well thought out. Investing time and energy on something worthwhile can contribute to the growth of the entire team, so the leader should prepare something that could actually have an impact on company performance.

One thing that needs to be emphasized is the fact that a sales meeting should primarily address performance issues and how to motivate the team to do better. Focus on keeping them fueled by highlighting possible remedies or approaches to problems rather than badgering the team about low numbers. Data and statistics should be sent through email the day before. The team must know about the numbers, but they shouldn’t take so much of the time during the actual meeting.

Meetings have to be interactive as well. Encouraging them to speak, ask questions, and participate in skills development and other activities will make the meeting more fruitful and inclusive. Presentations have to be more creative and must be a combination of various media. Regularly covering practical skills that could improve their interaction with customers can help them in the long run.

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Jeffrey Lupient is the CEO and President of Lupient Automotive Group in Minneapolis, MN. For more sales and management tips, follow this Facebook page.

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The automotive retail sales industry is an exciting and challenging one. While many professionals within the market encourage everyone and anyone to try their hand in this endeavor, it can be argued that only those with a particular personality will thrive. That being said, even those who may be predisposed to the field should recognize a few basic ideas. Some of these are listed below:

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All people are “just looking”: Regardless of circumstance or intention, every single person will say that they are “just looking”. It is the job of a true car salesman to reason with them investing in a car makes sense now. Remember though that car salesmen are not con artists; they truly are interested in their clients’ well-being. It would also do well to take note that many people can tell when they are just being manipulated, and they do not respond well to such tactics.

Badmouthing competition has the opposite effect: Some car salesmen think that by badmouthing their competition, they are gaining the upper hand. Unfortunately, this usually has the opposite effect they were intending. People do not appreciate it when companies trash-talk their counterparts. A better strategy is highlighting the differences between one’s own brand and the rest. This is a subtle skill that is honed with practice — but one that pays off handsomely in the end.

Use the instructed training method: When it comes to selling cars, there are systems and methods that are proven to work. A mistake many novices make is believing they know better and deviating from the system. In most cases, they end up failing because they did not understand that more experienced professionals designed systems to be at their most efficient. This means eschewing shortcuts or changing already established rules.

Image Source: carmagazine.com

Most importantly, car salesmen should know that it is not always about making the deal. Almost anyone is willing to pay extra if they see value in it. This is a fundamental difference in thinking that separates successful salesmen from the rest. The former genuinely care about their clients and how their money is spent.

Jeffrey Lupient is in the automotive retail sales industry. To learn more about automotive sales, like this Facebook page.

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