Honest Car Salesman

Back in 2005, my little red Celica gave up the ghost. I loved that car, but after 178,000 miles in four years, it was time to get a new vehicle. Since it had been such a great car, I decided to simply get a new one. I walked into the Toyota dealership ready to buy. It was then that my nightmare began. Here's what I learned:1) Poor greetings anger the customer. I walked straight into the dealership, dressed nicely, with checkbook in hand. No one greeted me. Several salesmen avoided eye contact. I finally went to the sales manager's desk (positioned to overlook the whole showroom like a prison guard) and he told me to wait, that someone would be with me in a minute and returned to his phone call. Hello! Show some enthusiasm, salespeople! I'm about to make a major purchase and you don't seem to give a damn! Was it because I was a woman with no man to help poor little 'ol me buy a car? Or was it because they didn't know how to greet anyone? We'll never know.2) A lack of product knowledge can kill you. I knew exactly what I wanted - a brand new, red Celica. I was ready to pay cash. I just wanted to see the car. They said they didn't have any on the lot. I said the 2005 had some features that were different from the 2000 and I wanted to see them. (I had done my homework). They didn't even have a photograph of the 2005 Celica! When I asked about the wheels (some come with special alloy wheels) the salesman replied, "Well, they're round." Now I was really angry.3) No one likes the hard sell and other tricky sales techniques. Well, I was pretty unhappy with these guys, but I wanted the Celica. Once I'd get angry with the salesman, they'd switch and send in the sales manager. I'd make them an offer and they'd keep me waiting while they went to see if they could get it approved. They were jerking me around and I knew it. My love of the Celica was the only thing keeping me there. Note to car salesmen - we know you are jerking us around and we don't like it. You are making your customers your enemies. No one likes dealing with you.4) The Internet changes everything. I escaped with my life (barely). I had to write up a sales order (noncommittal - no $) for them to agree to get the Celica on the lot so I could see it. In the meantime, I visited my Pop in Hilton Head. He got a quote over the Net for $1,000 less with no negotiation! The Internet took all the pain out of it - no switching people, no putting you in tiny rooms with finance guys. I decided I should use the 'Net myself and got a quote on another car (I was pretty unhappy with Toyota) - the 350Z - one sweet ride if I say so myself. Vincent Elliott, the Internet Sales Manager at Michael Jordan Nissan, responded immediately to my e-mail with a good price on the Z. And he was enthusiastic about my inquiry! Yes, I felt it through his e-mail! I also should tell you some Nissan dealers didn't even bother to respond to my request (too bad for them). The first time I walked into the dealership, Vincent was there (on his usual day off) with a big smile. I left driving a gorgeous, FireStar red 350Z.Enthusiasm and honesty sell, tricks and high pressure cost you customers. When will salespeople (and sales managers) learn?

Successful Selling

Successful selling strategies are more important than ever. Start with boosting your confidence, your attitude, and time management skills. Then work on outside factors such as knowing your customer, competition, and your company. Here are some examples, or 10 tips to increase sales:1. Talk less, listen more. Ask questions. Listen for subtle cues as to what your customer wants. For example, when they say, "What I'm looking for is..." That's a buying signal. Listen and take notes verbatim. Put quotes around what they said so that when you talk or write to them again, you can use their exact words, provided your product or service meets their need. Nothing helped me more in becoming a top sales producer than the above mentioned tip to increase sales.2. Target those individuals who are your best prospects. Is there a commonality among those people who have purchased from you in the past? What were their needs, similar circumstances, and greatest challenges?3. Make yourself well-known as an expert in your field. Write articles. Post them online. Contact editors and get published in newspapers and magazines. Ask your clients for recommendation letters praising your services as a testament to your integrity, customer service and expertise. Nothing speaks louder than others singing your praises!4. Start with selling yourself. It's a fact: people buy from people they like. People buy from people considered trustworthy, credible, and honest. Present yourself professionally. Regarding attire, remember the 3 T's: tailored, tasteful, and traditional. Practice a positive attitude. Show up on time. Further educate yourself about your product, your competition, and any possible objections.5. Fail forward. When you don't make the sale, or you lose the business, find out why. What needs to be improved? What could be done differently? If you or your company made a mistake, admit it. Learn from it. Then move forward. Don't dwell on it and dig further into defeat.6. Communicate your competitive advantage. Like it or not, your potential customer is thinking, "What's in it for me?" And, "What am I going to get out of this?" Once you know their needs, mention both the features AND the benefits to them.7. Master and study your core competencies. You're only as strong as your weakest link. What areas do you need to improve? Do you need to improve time management? Do you need to improve technical skills? And, what areas must you absolutely master? For example, maybe you need to spend more time getting to the decision maker. So, work to improve your deficiencies, and master those areas you must excel at to increase sales.8. Ask for specific referrals. This is one of the biggest tips to increase sales. Once your client has complimented you on your product/service, ask them who else they know who could benefit. Tell them the kind of clients you're looking for and get specific names, phone numbers, and email addresses. See if they'll talk with that person or make a phone call on your behalf and introduce you.9. Practice professionalism and integrity to increase sales. Be a problem solver. If you don't know the answer to a question, admit it. When you lie you die. Let them know when you'll get back to them with the answer and do! People will look to see if you practice what you promise.10. Give samples. Give something away free to increase sales. Or, offer something extra as a value-added bonus. Outdistance your competitors.Above all else, ask for the order. And incorporate silence. Practicing silence while your potential client is deciding is often when they say yes! They're uncomfortable with the silence, and often end up talking and making a decision to fill the space. This is a technique I used frequently when I was honored as the number one sales producer in the history of the company breaking all previous records in the U.S. and Canada for a major Fortune 500 company. That technique...and a lot of patience, persistence, and diligence. Good luck!

Direct Sales role

Sales representatives sell their company's products or services to customers. They could be selling cleaning or food products, ICT or electronics components, medicines and pharmaceuticals, vehicles, cosmetics - in fact almost any kind of product or service. Their customers may be individuals, businesses, factories or retail outlets.
Direct sales representatives sell directly to individuals in their homes, demonstrating products or leaving catalogues for customers to choose from. Technical sales representatives and sales engineers work in the industrial, engineering or ICT sectors, selling industrial, specialised or high-tech equipment, materials and components.
Working hours can be long and irregular, and usually depend on meeting targets for appointments or for sales. Sales representatives visit customers at their homes, offices or factories, which requires a lot of driving. If they cover a large area, they may spend most of the week travelling and staying in hotels.
Salaries range from around £15,000 to £50,000 or more a year.
A sales representative should be:
enthusiastic, ambitious and self-confident
a natural extrovert and good at networking
persuasive and good at negotiating
able to take rejection
knowledgeable about the company's products and those of their competitors
interested in meeting new people.
Sales representatives work for manufacturers and wholesale distributors in every sector. About 14 per cent of representatives are self-employed or work freelance, often on a commission-only basis. There is always a need for skilled sales representatives and there are opportunities throughout the UK and abroad.
There are no set entry qualifications for sales representatives, although most employers do ask for a minimum of GCSEs/S grades (A-C/1-3) in English and maths, or the equivalent. An increasing number of applicants have higher qualifications, and a degree or an HNC/HND in a related subject may be useful.
New sales representatives usually work with experienced sales staff until they become familiar with the product and the area they will cover. Most companies provide training on their products, organisation and the sales methods they use. They may also take a range of courses and qualifications in sales, including the City & Guilds International Vocational Qualification (IVQ) in Sales and Marketing.
Promotion possibilities for sales representatives depend on their sales results. Progression may involve taking on responsibility for a larger area or moving into sales management. Some sales representatives become national account managers, working closely with one or more large organisations and businesses. Technical sales representatives sometimes move into product development, research and production.

Vehicle Sales Executive

Vehicle sales executives sell new and/or used cars and other vehicles (including motorbikes, vans and commercial trucks) to customers.
Duties may vary between different employers, but are likely to include:
discussing customers' needs, showing them vehicles and describing their features
arranging test drives and accompanying customers
negotiating prices and incentives to buy
processing orders and arranging registration plates, road tax and delivery
inspecting vehicles that have been brought in for sale or part-exchange
organising publicity.
Vehicle sales executives usually work around 40 hours a week, including some weekend and evening work. Part-time work may be available. Work environments include indoor salerooms and outdoor forecourts. A driving licence is required.
Salaries may range from around £10,000 to £50,000 a year, or more.
A vehicle sales executive should:
be confident and outgoing
have good listening and communication skills
be confident with numbers and the financial aspects of sales
focus on building and maintaining good customer relations
be interested in motor vehicles and enjoy selling.
Employers include franchised dealerships owned by manufacturer networks, local privately-owned operators and large, out-of-town car 'supermarkets' or independent garages, selling various makes and models of vehicles.
There are no minimum entry qualifications to become a vehicle sales executive. However, candidates are expected to demonstrate a good standard of literacy and numeracy. Employers may prefer candidates with some GCSEs/S grades (A-C/1-3), or equivalent qualifications, including English and maths. Previous experience in sales or of working with people is an advantage. Many people enter through an Apprenticeship. Some of the larger manufacturers also run graduate training schemes.
Apprenticeships differ from manufacturer to manufacturer, but most last between one and two years. Apprentices work towards NVQ/SVQ Level 2 or 3 in Vehicle Sales as well as technical certificates. Training may combine on-the-job training from experienced colleagues with classroom learning and, in some cases, computer-based learning. Vehicle sales executives receive regular training on product knowledge, new vehicles, models and features, and special promotions.
In a large dealership promotion may be possible from sales executive to business manager, sales manager and sales director positions. People working for smaller organisations may have to change employers to progress.