What to Expect As a New Car Salesman
Starting a career as a new car salesman is exciting, but the expectations made of salespeople by management are often different than what beginning sales representatives expect. As a new car salesman or saleswoman, you present new vehicles to prospective purchasers. After reviewing a car's features and benefits, you negotiate with the customer until agreement is reached, at which point the prospect becomes a customer by taking delivery of the new car or truck.
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Training
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All auto manufacturers have training that is required for new sales representatives. In most cases, this training is completed online or via distance learning courses broadcast via satellite. Training covers everything from the basics of customer service and the sales process to unique features specific to the makes and models you sell. In addition to factory training, your dealership may send you to car sales training seminars or complete in-house training that familiarizes you with the sales process at your store.
Reliance on Walk-in Traffic
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As a new car salesperson, you are largely reliant on walk-in prospects, also known as "ups." An up is someone who walks onto the lot to look at a new car and is not looking for any salesperson in particular. Although ups close at a much lower rate than repeat and referral business, this type of customer interaction is often the only available to someone just starting out. In your first days on the job, you may notice that the most senior sales staff may never take a single up, since they can earn a comfortable living by working their book of business.
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Demanding Sales Managers
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The level to which your sales managers will be involved varies greatly between dealerships. However, the sales manager often trains new representatives and provides words of wisdom as beginning salespeople negotiate with customers. While most sales managers have a great tolerance for working with new salesmen, some forget that you are new to the business, especially in the heat of negotiations. To avoid these tense situations, watch how veteran salespeople handle customer interactions and how they get around customer objections.
The Huddle
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When the showroom is slow and there are few new prospects to be had, salespeople have a tendency to form a huddle and socialize with each other until business picks back up. Although being friendly with your co-workers is important, you do not need to socialize whenever you are bored. Instead of joining the huddle, think about other things you can do with the spare hours that go hand in hand with car sales. Consider following up with unsold prospects or test driving new models so you know the advantages of your vehicles when on test drives.
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