Auto Sales Consultant Training

Sales consultants are trained by the dealership.

Becoming an auto sales consultant is generally easy to do, just as long as you can find a dealership that will hire you. You don't need a degree or experience in the field of selling cars, as the dealership will train you. You can expect to work long hours, but make fair to excellent money. Dealer training differs from business to business, while personal sales training can be sought on your own through sales books or guides found at your local bookstore.

Product Knowledge Training

Any dealership will require you to be product certified if you are selling in one that offers new cars. Product knowledge training can be time-consuming but very informative. You will watch videos and take tests on each new model that the dealer sells. In addition to new cars, you will most likely learn about warranties, company values, leasing and certified used car warranties. Product knowledge tests may also teach the manufacturers steps to sell a car, although dealerships value certain processes that others may not.

Manufacturer Sales Training

Some sales training will be done through product knowledge tests, while other training involves physical dealership training. The manufacturer will generally send out a national trainer to teach the consultants what's new and upcoming with the product line. Also, this corporate trainer will also show the consultants hidden options on new vehicles, unknown benefits and features and will complete what is called a "walk around," which is a dealers term for the action of showing a customer everything that the new car has to offer.

Dealer Sales Training

Sometimes dealers will pair a new sales consultant with a more experienced one to shadow the sales processes that she uses. The new sales consultant will learn company procedures, sales information, paperwork and sales process rules before going out on her own. Also, the sales consultant will be able to watch the more experienced consultant do walk arounds, which is a great product learning experience. Dealers often hold sales meetings in the morning or on weekends that also remind the sales consultant of certain selling practices that the dealer wishes to use.

Personal Sales Training

You may seek out training on your own. You can practice walk arounds with your coworkers or purchase sales material at a book store. There are many books available that explain different sales approaches, although you will have to decide which works best for you. You can study product line brochures so that you become knowledgeable of the products you are selling.

Additional Sales Training

Because a sales consultant has a lot of competition, he may want to stay completely up to date on competitor information. If you have a customer interested in your dealerships compact fuel efficient vehicle, it is very likely that your make and model is not the only one the customer will be looking at. You will have to seek out competitor information such as product knowledge, pricing, safety and fuel economy information so that you may stay competitive when you show a customer why they should buy your product.