SELL MORE! BRAND YOURSELF.

Everybody is selling your type of vehicle. So why should they buy from you? Because your price is better… I doubt it. Your vehicle is special… Yeah sure. Your trade-in appraisals are higher… Duh.

Why should they buy from you is a great question when your vehicles can be purchased almost around the corner.

To sell more you have to stand out in this crowd. Do you? I don’t mean that you are the tallest or the shortest or widest. I mean does your sales process create a positive difference about you personally in the mind of your buyer?

Think about buying cars from your customer’s point of view. They think when they step into a showroom they will likely meet someone more interested in selling something than helping them make the ‘right decision’. If this is your sales approach than you are not branding yourself or separating yourself from the sales consultants they meet while shopping around.


What’s your brand?
I am not talking about your manufacturer’s name, I mean your image. You will sell more if you work on separating yourself from the competitor salespeople. If they prefer your brand or style of selling you will win more sales.

The Automotivator’s Keys to Successful Branding.

1. Treat yourself as the product not your vehicle.

• You have to focus early in your sales process to be better. l more caring l more knowledgeable l more skilled l more useful to your client in their time of need.


• Become the expert. People buy expertise. Customers respond to competency and are repelled by inadequacy or mediocrity.

2. You brand yourself by treating yourself as a business person not a salesperson.

You are in business for self. As a commission-based earner you are self-employed. Nobody is paying your mortgage or putting the food on your family table.

So treat yourself as the business person you are and become the most qualified sales professional your client will ever meet buying a vehicle. Your attitude will raise you above the competition in the mind of your client. You will stand out as the person they will want to do business with.

It is about branding. Get ahead of the pact and set the standard for professionalism. If you want to sell more you have to give to get.


Give to Get

• Give a better sales presentation.


• Give more effective answers to product questions.


• Give more value in your presentation of vehicle price.


• Give more reasons to buy from your dealership than the competition.


• Go out of your way to serve your clients while they are in the dealership.

Follow-up
If you can’t sell them today, then give them the most effective follow-up they will ever get anywhere. Be the leader in follow-up at your dealership and you will lead the pack in sales. People return and buy from sales professionals who care enough to keep in touch when they need help making their decisions.

Brand yourself as the expert who follows-up people. You will gain professional stature in the mind of the buyer. You will sell more. You will be talked about by your customers as a positive influence in their decision challenge. Trackstar is the professional’s choice for follow-up. www.Trackstar.ca

Stay put and build a business. You have heard your manager and dealer say this and they are right. Look around and see that the best sales professionals don’t bounce around. You will earn your current client’s future business because they feel nobody compares to you in this car business—and they know where you are. This is part of your brand too.

You will be referred clients by your satisfied customers. They want to impress people with their connections in our business.

Your phone will ring with more qualified prospects. Your appointment schedule will be filled with more buyers. If you concentrate on follow-up, you will have more people wanting to ‘buy’ from you and you won’t have to ‘sell’ so much. Customers love to buy and hate to be sold.

Rewards of Success
Branding yourself will make the difference between no sale and the sale. You will make more commissions, easier and more often when you work on yourself. Don’t remain mediocre or indifferent to your showroom customers. Don’t sit and wait for customers to return, follow-up diligently and with their best interest in mind.

Don’t do anything once and expect results. Results come to the committed professional who consistently does the steps to success that are required. Look at the Olympians for your model. They practice and work their butt off to make it look soooo easy. You can too.


Improve Your Sales Process – It is your brand.
Dedicate the time and energy to handling the tough customers, the aggressive customers, the price shoppers with skill and effectiveness. You will be recognized as the best. These people will buy from you because you know how to bring them from the tension zone into their comfort zone. That is what a professional sales consultant does. That is what your sales process is all about. If you can’t do this well make this your target for this newsletter.

I was just working with two great sales teams and dealerships in BC and Alberta and that is one of the keys to success we focused on effectively. These sales professionals made some serious decisions and increased their skills to succeed with the aggressive clients. Buying vehicles can be challenging and uncomfortable but if you are committed to helping these customers have a better buying experience you will sell more cars.

That is what I do… I coach dealerships with the best sales process in our business today. My Automotivator brand is “Improving the buying experience in the nation’s showrooms.” That is what the Automotivator brand stands for—better buying experiences and more sales for my dealer clients. Check it out at www.Automotivator.com