Studies have indicated that many salespeople spend little of their time in actual customer contact. What happens with the rest of their time?

They often busy themselves with the mechanics of setting up appointments, creating index files, doing research — anything that consciously or unconsciously avoids the firing line and potential rejection of the actual selling situation.

 That’s really not selling, although it may give some car salespeople the illusion of selling.

How can car salespeople get down to the business of selling? Here are several key components of a successful sales strategy:

•  Evaluate how most of your sales are initiated. Through telephone calls? Response to newspaper ads? Once you isolate the best method that works for a particular product, you know exactly where to concentrate all efforts.
•  Set a realistic target for the number of contacts you can make per day, week and month.
•  Remember that listening is the key in a sales presentation. After you explain your product carefully, let the client elaborate on his or her needs. Then it’s up to you to show how the product or service can satisfy those needs.
•  Less can be more. Overselling can be overwhelming to a customer trying to make a choice.
•  Ask for referrals. This is a vital way to find others who may be interested in a vehicle. 

Make It A Champion Day!