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How to be a successful car salesperson in the digital age

8 minute read

How to be a successful car salesperson in the digital age

Due to advancements in technology and the subsequently faster pace of car sales, it's important for car salespeople to keep up with the latest industry trends if they want to succeed. Additionally, they must practise the best habits to get the results they want. With an even mix of best practices and innovative technology, car salespeople will be geared to excel in this increasingly competitive industry.

If you want to know more about how to increase car sales for salespeople, the following are some questions to ask yourself. Based on the answers, you can work on improving performance to close more deals.

Are you organised?

First, consider whether you're truly organised or if operations aren't as efficient as they could be. For instance, you may want to develop a list of customers who are in the market for particular types of vehicles. It's also good practice to follow up with customers via phone calls or emails, which helps keep them engaged.

In addition, think about how well your team works together. One of the best ways to improve organisation is to improve team cooperation. Make sure people within your team can easily communicate with one another along with customers.

Do you know your product?

Every industry professional should have a deep understanding of the product they're selling. But this is particularly true in the car sales industry when you want immediate strategies for how to increase car sales for salespeople. Customers will want to know everything there is to know about the vehicle they're considering investing in, making it necessary for the salesperson to be able to relay this information.

Salespeople may not be expected to retain every piece of information when selling a wide range of vehicles. But it's important to learn as much as possible about them. If salespeople sell only a handful of vehicle makes and models, they should know even more about these vehicles.

Do you have an automated system?

To benefit from truly efficient operations, car salespeople need an automated system that facilitates ease of both communication and organisation. A highly automated system will ensure that follow-up emails or texts go to prospective buyers. It will also enable other interactions without human intervention. For instance, you can also make personalised recommendations for similar vehicles or accessories based on the customer's enquiry or purchase history.

Can you reach your customer even when you aren't on the lot?

Inconvenience is often detrimental to car sales. Data from McKinsey shows that customers in this industry want to experience minimal issues during the buying process. One potential source of inconvenience is the inability to maintain communications with customers when you're not present on the lot. If you have to go back to your office to fetch paperwork or other items, this delay alone could deter customers from making a purchase.

To help make sure you can stay consistently connected with your customers, consider implementing automotive business intelligence technology such as SalesLogs. By using the right solution, you make sure you're always available to connect with customers and consolidate data in a convenient digital tool. Using a highly organised system, you won't keep customers waiting. You’ll also give your business the agility it needs to move customers toward a purchase.

Are you active on social media?

Another best practice to incorporate into your business is social media engagement. Both existing customers and prospective buyers will search for your business on a variety of social media platforms. On Facebook and other popular social media sites, people will want to learn about:

  • The deals you offer
  • New vehicles
  • Discounts on services
  • Other details

Ultimately, getting found on social media is just as important as getting found on Google and other search engines. If you're not appearing on social media, people will be more likely to locate competitors and engage with their brands.

Integrate the best practices and tech solutions to drive success

Through a combination of innovative technology and the right habits, you'll have the chance to drastically increase sales and keep customers satisfied long after their initial purchase. Start taking steps to keep your teams organised and track your performance. Then you'll better gauge how your business is doing and make sure customers stay connected.

Knowing how to increase car sales for salespeople is only the first step. Having the ideal tech solution behind your business will further empower your business and give you the resources to thrive. An all-in-one business intelligence platform like SalesLogs offers everything you need to supercharge your operations and help boost sales.

For example, you can use a KPI dashboard to gain a deeper understanding of your team's performance based on auto dealer analytics, which uses the specific key performance indicators you want to track. Additionally, leaderboards can illustrate each salesperson's individual performance. You can create a competitive element that inspires every member of your team to do their best.

By asking certain questions about your internal operations and figuring out how to further optimise them, you can use this technology to put your plans into action. In turn, you and your teams can establish and maintain stronger connections with customers while more effectively tracking performance. You can then determine what's working and what requires improvements. This will give you the competitive edge you need to get and stay ahead.

Book a free demo with SalesLogs today

Now that you know how to increase car sales for salespeople, start revitalising your business with the help of SalesLogs. Our comprehensive platform includes everything you need for your dealership's success, including in-depth dealer analytics, data grids, and much more. To get started, book a demo today and see what our solution can do for you.

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In Part 2 of our 3 part series, learn how SalesLogs is providing Dealers globally greater visibility to their entire Sales Operation. With their industry leadi...

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