Presentation Skills: This one may sound obvious, but there is no guarantee that a salesperson will offer a good product presentation to a potential car buyer, although he certainly should. In fact, some salespeople are so eager to start working out the numbers that they overlook demos altogether.
Top sellers don't skimp on demonstrations. They understand that a car shopper is looking to buy a product, and the better the product presentation is, the more likely the shopper will be to buy.
Even the customers who have done tons of research can still be wowed by features in a new car, especially if the salesperson doing the demonstration knows what they are and how to explain them.
"Demonstrations are more important now than in years past because of infotainment systems and new in-vehicle technology," Madison says. "How can you expect a buyer to pay good money for something they don't know how to use or understand?"
Prompt: A shopper whose e-mails or phone calls aren't returned quickly can morph from a sales prospect to an ex-customer in no time flat. Add in a helping of anger if the call is from someone who has just bought a car and has a problem or a question.
A top salesperson will respond to voicemail, e-mail and texts quickly. And even if these salespeople are busy, you can still expect a call back to let you know that's the case. In short, top salespeople don't leave their customers hanging.
Positive: Selling cars can be difficult, frustrating and tiring: often all three, on the same day. Customers aren't always polite. Managers aren't always helpful. Co-workers aren't always friendly. Combine these stresses with whatever other personal issues may be going on means life as a car salesperson can be tough.
The difference between the car salesperson and people in other high-stress jobs is that the salesperson is in front of customers who are making one of the largest purchases of their lives. These are customers who may be wary of the sales process, uneasy about spending so much money or in need of somebody to help them through what can be a daunting process. It's no place for a grumpy or distracted salesperson.
The best salespeople try to provide a comfortable, easy experience for the buyer, even when they're feeling down in the dumps. They know that an unhappy shopper can mean more than a single lost sale. It can mean that the dealership loses that customer (and his friends and family) forever. And it can mean a bad online review to boot.
The Easy Way To Ensure a Good Car-Buying Experience
A bad salesperson can squeeze the fun out of what should be a joyful day for a car buyer. And when you're spending thousands of dollars, a good experience should be part of the deal. So take a few minutes to find out who deserves your business. Who's the most prompt, perceptive, personable, persistent and phone-savvy person at the dealership? It's the top salesperson. Once you've met that person, you're on your way to the kind of hassle-free car buying you might never have dreamed possible.