Is your sales team struggling to adjust to the balance of power shifting back to the customer?
Having a harder time holding gross profit and still not selling as many units as you’d like?
I totally get it. But don’t worry, all hope is not lost! Here are 3 tips to give to your salespeople RIGHT NOW that will help turn things around for you!
Tip #1: Gross Comes From Momentum
| Your salespeople need to understand that the market is completely different than it was last year! If they think they’re going to sit around and wait for that 10g deal to crack the door, they’re playing a dangerous game! They need to shift to a unit-focused mindset first, this way when they finally do get a customer they can sink their teeth into it, they aren’t coming from a place of desperation and they can maximize gross profits! Tip #2: People aren’t afraid to spend money, they’re afraid to make a decision they’re going to regret! We get so caught up thinking about how we’re going to close the customer for all the money that we overcomplicate the process! They’ll spend the money if they feel like it’s worth it. Warren Buffet says “Price is what you pay, values what you get.” You need to double down on building value in the product (the car you’re trying to sell them) the process (how easy and efficient you can make buying a car from you) and the people (the salesperson’s ability to build rapport and offer a level 10 experience). Once you mitigate the customer’s fear of potential regret, then they’ll happily spend the money! Tip #3: Sweat more during training, bleed less during battle It takes practice! Nearly 70% of salespeople have admitted to never receiving any type of formal training. They can’t do better unless they know better! Invest in your sales team’s growth and development and you won’t believe how many more cars you’re selling and for how much more money! Want to learn more about our sales training system? https://anthonymazzone.com/ Knowledge equals confidence and confidence equals profits. It’s pretty simple. The more courage your salespeople have when diving into the ring with a customer, the easier the fight will be. And no, we shouldn’t be “battling” with our customers. We’re not out there looking for trouble but hey, sometimes it finds us! Are all of your salespeople prepared to deal with tough customers and really grind a deal to make every last penny possible? Take Action and Make It Happen! Anthony |
| Tip #2: Master The Art of Active Listening Effective communication is at the beating heart of successful sales interactions. After all, they do say that you have two ears and one mouth so you should listen twice as much as you talk. It’s true! By demonstrating that you value your customer’s opinions, you’ll develop a deeper connection and gain valuable insights into how your product or service can address their specific needs. Tip #3: Position Your Product As a Solution Instead of focusing solely on the features of your product or service, shift your mindset to figuring out how to get your buyer to feel some type of way about your product or service. Customers buy off of emotion – so make sure to carefully illustrate the benefits of taking ownership of your product. Learn more about the Sales Algorithm inside my Sales Academy Above and beyond all this – learn how to have fun with your customers and enjoy the sales process. Doing business doesn’t always have to be all serious, stuffy, and rigid. Relax, provide value, and differentiate yourself from others to get what you want out of the sales process. Have a great weekend, |
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