OK, the dealership is closed, or your shift is over and you’re on your way home. The selling job is done for the day, right? No! Many of your off-duty activities and personal relationships can provide business opportunities, if you’re prepared. Today’s competitive marketplace makes it very difficult to rely strictly on new floor traffic. Developing good prospecting skills can help make a difference. |
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How can this be possible? It’s because people love to talk about cars – the car they just bought, the car they want to buy, what’s wrong with their present car and the good or bad experiences they’ve had with dealerships. Cars can always start a conversation. By preparing and positioning yourself for these opportunities, you can produce your own customers by becoming an expert at Outside Prospecting. It all starts with attitude and confidence – a friendly, non-confrontational approach that conveys your pride in being a Professional Automobile Sales Consultant. Your job is important because every single vehicle on the road was bought from someone! Consider these advantages of outside prospecting versus the usual showroom sit-and-wait: |
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Here’s how to build your prospecting skills. First of all, always be ready and proud to introduce yourself as a Professional Automobile Sales Consultant. Follow this up by asking the person you just met, this ONE SIMPLE QUESTION: “What do you drive?” This is a sure-fire way to get the car conversation started without seeming pushy or using a sales “pitch.” Here are a few tips to remember when prospecting off the clock:
Put yourself into a prospecting mindset. Use your time outside of the dealership wisely. Add outside prospecting to your daily work routine, and watch your business and clientele grow!
Vol 3, Issue 10
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