All Big Ticket Sales Must Sell The 3 Y’s of Automobile Sales Training
All Big Ticket Sales Must Sell The 3 Y’s of Automobile Sales Training
Automobile sales training:
Roger was a parts counterperson at the local Ford dealership. Four weeks ago he made the switch from selling car parts to selling the whole car. Roger was a top parts salesperson but as a car salesperson things got off to a rough start.
One day in the lunch room Roger was talking to Eric. Eric had about two years experience selling cars and was doing a very good job.
As Roger was eating his chips he said, “Eric I don’t understand it. I was selling parts faster than I can eat these chips but now that I’m selling cars, which are really just a bunch of parts that are already assembled, I only sell two cars in four weeks. What’s wrong with me?”
Eric was quiet for several moments then he asked Roger, “What would you say was the average price of the car parts you sold?”
Roger thought about it and said, “Well if you exclude the occasional big items like an engine or transmission, much of what we sold were parts around $100 each or less.”
“I’m no auto sales training expert but I think part of the problem may be in the price of the item you are selling. It seems you probably need some extra sales tools to sell a $25,000 car than you needed to sell a $100 car part.” Eric continued, “I’ve noticed the less an item costs, like a car part or a bar of soap, the less concerned people are about making a mistake. My guess is you weren’t too concerned about your decision to purchase those chips.”
Roger nodded in agreement.
“With big ticket sale items people are more concerned about their purchase decision because there is a lot more money involved and a single mistake can be very expensive. I have found if you are going to sell a big ticket item like a car you had better sell your 3 Y’s first,” Eric said.
“What are the 3 Y’s,” Roger asked with great interest.
Automotive sales training (or any big ticket sales) 3 Y’s you must sell first
- Yourself -When the average customer makes a $25,000 purchase they feel more comfortable when they have a trusted advisor assisting them. You need to sell yourself as that competent trusted advisor. You do that in a number of ways including your rapport building skills, your dress and grooming, your product knowledge and your needs and wants assessment skills. Once they trust you your chances of making the sale increases significantly.
- Your Product - Buying a car is the second biggest purchase the average customer makes if they are home owners. They need to be confident they get this right. With the right product knowledge and competitor comparison knowledge you can help them gain this confidence they want.
- Your Company - When people buy a big ticket item like a car they realize they could sometime in the future have a mechanical problem. They need to trust the company they are buying it from has the resources and the desire to help them solve any future problems. Selling your company is an important part of the whole big ticket purchase package.
When your customer is comfortable with you, when they feel confident in your product and when they trust your company, they are much more likely to say yes when you offer them the opportunity to make the purchase.
Your automotive sales training action item:
Sharpen up on selling your three Y’s. This will help your customers feel good about their big ticket purchase. And this will enable you to sell more big ticket items.
David Nassief auto sales training coach invites you to improve your sales with the free report “Selling Secrets of Top 5% Earning Salespeople” David’s site is http://www.phoenix-best-sales-jobs.com