Key Habits of Highly Successful Car Salesmen

As someone who spent over a decade in the car sales industry, I can attest to the various techniques and habits that contribute to success in this field. Here are some key strategies that can help you excel as a car salesman and elevate your sales performance.

Effective Customer Engagement

The first and foremost habit of a successful car salesman is cultivating effective customer engagement. When you spot a potential customer, whether they are walking by or driving past the dealership, it's crucial to act strategically. Don't immediately follow up when they are still close; instead, wait until you can no longer see them. If they return, approach them and talk to them as a new lead. Even if you can only close a small deal, every sale counts towards your commission and bonus. Failing to follow up or allowing other salespeople to take them can result in lost opportunities and frustrated colleagues who might resent you for stealing customers.

Proactive Follow-Up and Documentation

Being a successful car salesperson also means staying proactive and organized. Always remember the specifics of each deal, including the names and contact information of any potential buyers. If a customer doesn’t buy on the first visit, ensure that you continue to follow up. Use your own notes in the computer file to stay on top of these potential deals. The best practice is to follow up every two to three days, making sure to note any progress or new developments. This persistence can help you maintain control of the sale even when other salespeople attempt to steal the deal.

Maintaining Professional Relationships

Building strong and respectful relationships with your colleagues and the support staff is another important aspect of successful car sales. Strive to develop good rapport with the head porter and ensure that they are always aware of your contributions and the deals you are working on. Treating these individuals with respect and understanding their personal interests can make their task of coordinating car delivery and maintenance much easier. This can lead to better customer service and quicker sales turnaround times.

Exploiting Opportunities and Departments

To further enhance your sales performance, explore all the opportunities available to you within the dealership. Working as many "bell to bell" days as possible can benefit both you and your team. Not only do you ensure that you are there when all the deals are happening, but your team members are also more likely to trust you with high-pressure sales when you have established a track record of success. Additionally, if the dealership has a fleet and internet department, consider leveraging these resources for more efficient and lucrative sales.

Conclusion

In conclusion, becoming a highly successful car salesman requires a combination of strategic customer engagement, proactive follow-up, and a proactive attitude towards professional relationships and opportunities within the dealership. By adopting these habits and maintaining a focused approach to your sales role, you can significantly improve your performance and achieve greater success in the car sales industry.