Digital retailing and virtual engagements are on the rise after the shutdowns associated with the COVID-19 pandemic. For this reason, car dealers are examining changes in selling strategies related to the modern virtual environment. Today on the show, Victor Antonio discusses effective selling strategies associated with remote operations. Antonio holds the title of Sales Trainer and Speaker at Sellinger Group.
Antonio begins the conversation by discussing the strategies related to remote selling. He says that the keyword of 2020 was “pivot”. Businesses that were able to pivot last year opened avenues of flexibility to continue being profitable.
Antonio then takes time to specifically address the Baby Boomers generation. He says that Baby Boomers have struggled the most to become acclimated with new virtual technologies. Antonio says now is the time for this generation to educate themselves on the digital capabilities of their business. Many car dealers experienced selling cars online for the first time last year. Car dealers who embraced digital retailing opened a new path for revenue.
Instead of trying too hard to create a sales opportunity, Antonio believes modern salespeople should be more focused on helping customers make a buying decision. Customers who shop for cars online already have an interest and an understanding of the vehicle they are looking to buy. This shifts the salesperson’s job to affirming the interest and decisions of the buyer.
Antonio wraps up the question by talking about what kind of salespeople car dealers should be looking to add to their team. Despite the pandemic, he doesn’t believe the qualities of a good salesperson have changed dramatically. Car dealers should be looking to add strong problem solvers and authentic communicators.
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