When you are a sales professional you need to be able to overcome any objection from a customer with a logical reason and solution that overcomes their objection.

A customer is always going to be somewhat apprehensive to what a sales person is telling them, or recommending about a product. The whole time the sales person is trying to figure out what the customer wants, the customer is trying to figure out if they like and trust the sales person. This is where a true sales professional must ask the proper questions in a helpful but non aggressive way to build the relationship, and find the customers true want and need.

Ask Proper Questions.
The best way to build trust and a rapport with a customer, is to get them talking about them and their family. This is the quickest way to get your customer to loosen up and start to fell comfortable with you. It is also the best way to the customer the proper questions, of what they need, what they want, what they are used to, and their budget. Once you have gotten them start talking about themselves it will be easy to extract their real needs, wants, familiarity, and budget.

Start Putting the Pieces Together.
Now that you have built a relationship, and your customer trusts you it’s time to deliver. With asking the proper questions, and finding out what your customer wants to accomplish it is time to start moving them to the right product. Their is a great chance that everything is not going to be exactly what they want. So you take them to your product that is the closest to where they want to be all around (want,need,familiarity,budget).

Overcome Objections by Building Value.
When you direct a customer to a product, it may not be exactly what they told you they wanted. The reason you may have taken them to this product is because it fits the price they told you they wanted, and you felt price was most important to them. Now take them over to the exact product they wanted show them the features and benefits over the other one, and tell them the difference in price, ask if that is something they want to handle and stop talking. Leave the decision to the customer, and in every question they ask give a answer that builds value in the product they are leaning towards. Never over sell, as this could hurt you at the end, and let them know you don’t mind what they buy, you are just here to make sure they are happy with whatever they buy.

Always work to help the customer in a sincere way by offering sensible solutions that help them accomplish what they set out to buy. When you are truly sincere helping them, and overcome every objection with a helpful solution they will be easy to trust, and eager to do business with you.

Written by Noel Walsh Owner, Lead Trainer, Motivator for NW&A “Conquer What You Chase” Sales Training from Ann Arbor, Mi.

Selling cars is a tough way to make an easy living. We have to work long hours, know our product, and continually grow our client base by building lasting relationships.

1. Watch the Best, and Learn from them.

The best in your dealership and in the industry are the best for a reason. They have good methodical habits, they work hard, and have a large clientele that brings in lots of referral and repeat business. Follow their good habits and learn from their work ethic then adapt what works for you into your selling style. Never stop learning from others, never be afraid of hard work, and sharpening your skills.

2. Take on as many customers as you can Properly Handle.

The best way to succeed in sales is by having a large referral client base that continually comes in to renew leases, buy new or used vehicles, and sends you their friends and neighbor’s. You build this client base up by taking on new customers through lot/showroom traffic, incoming sales calls, and Internet leads. Take as many of these as you can handle properly and build your skills while finding a way to sell everyone of these customers. Do not make the mistake of taking on more customers than you can handle, but try and keep people and opportunities in front of you all day.

3. Network with your customers and your acquaintance’s.

You build up your clientele by selling customers and in the process building a lasting business relationship/friendship. When you have a good sized clientele, and refer business to them and help them grow, they will do the same for  you. Keep  the same networking going with other people in your community and with businesses you conduct business with and get the same growth. Look for your opportunity in every deal and in every relationship to mutually grow lasting business relationships in a profitable way. 

4. Continually Sharpen your Skills, and Grow your Talents.

When you want to grow your sales and income you have to continually gain market knowledge and build on your closing skills. Use a similar process and selling style that works for you and your personality over and over on every customer (methodical habits), then learn to sharpen this process. Read blogs, customer surveys, and most importantly ask your customers what they like best about dealing with you, and grow those talents. When you are confident and effective at what you do, you will be amazed how well customers respond to you.

5. Make the buying process for your customer easy, and enjoyable.

When a customer has lost the perception that you are out to get them, and you truly want to help them the whole sales process moves smoother. A customer is out looking at like vehicles, and what they really are looking for is a real sales professional they trust. Prove to them you are this sales person, listen to their wants and needs, and deliver to them what they are looking for the best you can. Do all this the same way every time, let your personality shine, make the process move smooth and ask the customer a lot of questions to get them to talk about themselves and their family. Leave a lasting impression on all your customers, with your confidence and a seamless process, and they and their family will be back to do good business again soon.

Make the customer Happy by asking the right questions, and over deliver rather than over promise.

Written by NW&A Lead Sales Trainer and owner from Ann Arbor, Michigan.

We are in an ever evolving technology boom that is fueling social media and in it’s wake crumbling tradition media.

1. Where is the shift in the media?

There is a momentum growing at the speed of light that is quickly changing the way people are being affected by advertising.  People rarely read the newspaper anymore (why do you think half of them are out of business). This used to be the most popular source for current events and local deals. Over the past few years this has shifted to home pages and the Internet. In the last year or two this has dramatically shifted to social media sites and links like twitter and facebook.

2. Where is this shift taking place and with whom?

The media shift is taking place all over the country.  The  shift is moving fastest on the East Coast and West Coast, but it is going on all over.  I am in the midwest in Ann Arbor, Mi. but after attending the Automotive Marketing Boot Camp in Orlando, Fl. last weekend I see this form of marketing and building a relationship with your customers is going on all over the country, and the world.  You might think this is a bunch of teen to young 30′s crowd, which is the highest percentage, but it is growing in all ages, races, sex, and net worth.

3. How can I take advantage of this light speed shift?

All professionals from every industry, especially car sales need to get on the band wagon.  I have always been a traditional media type of guy reaching out to my buying public with postcards, letters, hand written notes and subtle reminders that I am there and I care.  Relying on the newspaper, TV, and radio adds to promote the product and service.  People still do like this form of contact and it does refresh you in their mind, but you do need to aggressively campaign and brand yourself with the forms of social media.

4. What forms of Social Media should I be using?

There are many forms of Social Media out there and some more popular than others.  I have read that twitter is the fastest growing, followed closely by facebook, linkedin is very popular for professionals in b2b, and there are many others such as myspace, mylife, and a handful of others.  Jump on at least three of these right away, preferably the first three.  Start an account, which is pretty simple, and jump on the band wagon.  Watch what others in your industry are doing, follow their lead and conquer their habits.  We are in an age where it is ok to follow others, and then learn to out do them.

5. How do I grow my business with Social Media?

Social Media gives you the benefit of explaining and exposing yourself in a natural way.  Think twice before you send a tweet, or post something on your facebook page, but most importantly be yourself.  People like this because they see the real you and know what your saying to promote your products and services is real and not scripted from a media company.  Don’t bash the competition, but expose and explain the benefits you have to offer to you followers, friends, and buying public.

I recommend getting on the band wagon right away, building your network, and growing your business.

Another motivational, informational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training.  Noel Walsh is the  Lead Trainer, Motivator, and Dealership Consultant.  From Ann Arbor, Mi. but serving anyone everywhere that wants to progressively grow.

    The secret to sales is promoting a good product you believe in with enthusiasm, a care for the customer and following through with your word.  A customer wants to believe every word you tell them but they have the preconceived notion that everything you tell them is not true.  They want to believe you, and you have to earn their trust to make them believe you.  When you are a good person you want to do the most you can do in your power to make someone happy.  You have to realize when a customer makes what is most likely the largest purchase in their last five years they believe in you and want to trust you.  When you have earned that belief continue towards trust, from there you need to follow through and give them what you told them you would give them.  It really is not rocket science, it is just being honest with people, who even though they were told not to, just graced you with complete trust.  From here it is your job to continue to earn this trust, build on the relationship at hand and accommodate their business for many years to come.  It really is win win, your customers have complete faith in you, they never want to do business with anyone else but you, and you have loyal customers who build your confidence, send you referrals, and give you residual business for many years to come.  I have been telling you it really is easy, and once you have realized that the secret to successful selling is building and maintaining professional relationships, the faster your going to be successful.  So the training lesson is, when you promise something, follow through and deliver on it, and your customers will deliver to you. Continue to follow the “Conquer What You Chase” sales training, motivational, and consulting sales blogs, videos and website from the Detroit metro area in Ann Arbor Michigan and I promise you will Conquer Success.