Your sales team starts working way before a potential buyer walks into your dealership. Whether your Internet Coordinator connects with a customer via an online lead or an inbound call, the interaction between the dealership representative and shopper is extremely crucial. You want to make sure your each member of your team has outstanding persuasion and communication skills. If your sales rep can not effectively communicate with your consumer, it is very unlikely that he will close the deal.
Although you can equip your team with scripts and a list of objections and rebuttals, there may come a time where your representative is required to go off script in order to meet the needs of the client. When this happens, your staff must have the proper to remain calm and handle the situation with ease. Every member of your staff should be familiar with the daily process of your dealership. They should know the ins and outs of your CRM and be able to ask all general questions customers may have.
Also, make sure your entire team is aware of the products and services your dealership has to offer. Not only will this allow them to address customer concerns, but it will also enable them to suggest additional services to buyers, resulting in more revenue for your business.
When your sales team is properly trained, they will be confident in their ability to sell. A confident salesperson builds trust with his customers. If a customer trusts his sales associate, he is more likely to make a purchase at your dealership.