Mark Tewart’s Keys to Peak Performance:
- Enthusiasm & Energy
Often times, the newest salespeople sell the most cars of anybody on the sales floor. This is due to the natural enthusiasm and energy that comes with starting a new career and learning the ropes. Treat every day like it’s your first day on the job.
If you can understand your customer’s emotions then you’ll have a better understanding of what it takes to get them what they’re looking for.
While humor can be dangerous, it can be a great tool when used correctly. People buy things from people who they like, and if a customer is laughing at your jokes then they are liking you. A good sense of humor can make a car buyer feel much more relaxed as it tends to break up the rigid structure associated with buying a car.
Do you have a good message about you, your dealership, your service department, etc.? Tell the customer why they should buy from you as opposed to your competitor. A good message can resonate well with buyers who are on the fence by reassuring them that you are there to help.