Auto Sales Training – A Look at the
Six Figure Salespeople

Auto sales training and sales management training is something I’ve done for nearly nine years. Before that I was in car sales and sales management. I have made a six figure income selling cars and have trained many salespeople who make a six figure income selling cars.

The selling techniques and skills involved in making a six figure income for a car salesman apply to almost any kind of sales professional.

I would like to look at one powerful selling skill all six figure car salespeople I know seem to have. They are masters at rapport building with prospects.

Let’s face it car sales people have an image issue with the general public. That is why effective auto sales training programs spend time on rapport building skills.

There are three rapport building skills most six figure income salespeople seem to be great at that I’d like to share with you.

1. They smile different – Yes, we all know about the importance of smiling. But their smile has a genuine sincerity that says they are really happy to see you. It’s not the over done kind that almost looks painful. It’s a relaxed, calm and a honest expression.

2. They have the name thing down to a science – Dale Carnegie said, “A person’s name is to that person the sweetest most important sound in any language.” These high income salespeople really get that. They not only use the name in conversion they write it down first thing so they can’t forget it.

   Another thing they do is wear a very visible name tag. This makes it easy for their customers to use their name. And suddenly it seems like your good friends.

3. They are animated listeners – Listening is so much more than being quiet. With these salespeople you can actually SEE their listening. You see it when they nod their heads. You see it in their eyes and their expressions. You even see their listening in their body posture.

   One of the greatest signs of respect you can show someone is to really listen to what they are saying.

In all my years in automobile sales training I have observed that the elite six figure income earners have a different selling tool box than the rest. And their rapport building tools are critical ones they use with every customer.

Your auto sales training action item:
Be more conscious of your rapport building efforts. Try incorporating the above three tips of six figure producers in your selling, regardless of what you sell, for the next 21 days.

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