The highest achievers in sales often are those who have mastered tight rope walking. Now, of course, I don't mean literally tight rope walking! However, the best salespeople are those who can reach the perfect balance between empathy and genuine interest in the customer and having that killer instinct.
I've often found myself a little too focused on the former. I've always loved being in sales because of the interaction with people and the ability to actually to try and help them. I know that this is not the case with all top sales leaders, but for me I have to believe in the product or service I'm selling in order for me to feel satisfied with what I'm doing.
Personally, I think it is a much simpler task to turn someone who is naturally a ?people person? into a salesperson than to try and turn a born ?sales shark? into someone who can sell and identify with the customer.
From my earliest times in sales situations, I was always very comfortable in 90 percent of the customer interaction. My problem would arise at that point when the customer needs you to ask for the sale. It's not true with all customers, but most really do need you to follow that age-old sales curve that always ends with ?asking for the sale.?
This is the point where I would always find myself backing off. I would be waiting for the customer to ask to buy. What I came to realize is that we've all been conditioned by the traditional sales methods that have been in place since the first days of bartering. The majority of customers are waiting for the ask.
Luckily for me, I had some tremendous mentors who quickly pointed this out to me. At first, I was very uncomfortable. I kept complaining that I felt like the proverbial used car salesman shark circling in for the kill. I kept at it though! I began to notice that not only was I becoming more comfortable with the technique, but I found ways to own them. I put my own spin on them so that they began to feel more natural.
The amazing part was that my sales were shooting up drastically. I had always thought that I wanted to be different than other sales people. However, I could be myself and sell at the same time. I found I could interact with the customers in the same manner as before, but that I couldn't change centuries? worth of behavior patterns. If customers have taken the time to speak with me and show enough interest to let me reach that last phase of the sales interaction, the least I can do is offer them the opportunity to purchase!
Following the natural flow of a sale has now become second nature to me. So, if you are just starting out in sales or are struggling in your current efforts, please consider, are you ever actually asking anyone to buy? If not, then I highly recommend that you harness that ?inner used car salesmen? and simply ask for that sale!
The current credit situation is affecting everyone because the banks are not loaning out their money. It is difficult for the average person to obtain a loan for a used car. This affects the car salesman because people are not willing to buy a used car during this time. People are considering purchasing slightly used cars over new and expensive cars because of the costs. Since the banks are not lending money at the time people need to find another way to get what they want. One way is to pay cash for the items that you need which includes a car. This news is great for the used car salesman because their business should increase. One hurdle to overcome is the lack of faith people have in used cars. A good car salesman has to assure the buyer that they are purchasing a great car for their money. So, how can a used car salesman get people to purchase a used car? This is simple, be honest. The car buyer wants to know the truth about the car and all of its features. They want to hear what kind of warranty comes with the car. With the knowledge people have these days; they will know when a car salesman is lying. The internet can be the used car salesman worst enemy of best friend. Many potential buyers search the internet before they purchase a car. They want to see gas mileage and potential costs. If the used car salesman does not know the information then a potential buyer could turn away from that salesman. The relationship between the used car salesman and the potential buyer has to flow. They need to treat each other with respect. A lot of the relationship success depends on the ability of the car salesman to make the potential buyer feel comfortable. Learning to read the buyer and figure what they are thinking is a trick that all salesmen try to master. Sometimes a customer seems to be objecting, but really they are simply asking a question. It is hard to tell the difference sometimes. The good news is that there is training available. There are car salesman books with car salesman secrets available. With the proper training, you could increase sales. Even in the middle of a national economic crisis. This may be the best time for you sell your used cards.
Both Dana Wallert & Mak are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Dana Wallert has sinced written about articles on various topics from Used Car, Sales and Negotiation and Cars. Dana Wallert is the owner of an online virtual assistance company. She has many years experience in sales, marketing and office management. Find more about Dana and sign up for her free monthly newsletter at. Dana Wallert's top article generates over 301000 views. to your Favourites.
Mak has sinced written about articles on various topics from Used Car, Sales Training and Prospects. Atten: auto salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on . It's a must read. Mak's top article generates over 33100 views. to your Favourites.