We all know that a trained automotive services salesperson sells more. So, why aren’t more business owners giving their automotive service salespeople the right sales training to do so? If they are, why are they still not seeing the results they hoped for, and need, for their business to thrive?
Often, business owners believe they are providing the necessary sales training to their service advisors. However, as top providers of outsourced automotive service sales training who frequently work with auto shops and other similar businesses, we at Pearl Lemon sales know that this isn’t always the case.
Many firms provide automotive services sales pros with training that focuses primarily on the rules and basic sales processes, rather than the best practices for increasing sales to increasingly knowledgeable consumers who are leery of being sold to.
When you combine this with the rise of video platforms like YouTube, TikTok, and others that are full of instructions on ‘DIY’ auto servicing and repairs, you have an automotive services sales environment that is more difficult to navigate than ever before. They won’t stand a chance if they don’t have the proper automotive service sales training. Which is where Pearl Lemon Sales comes in.
Selling automotive services differs significantly from selling the vehicles themselves. Those in the market for a new car or truck are usually enthusiastic about the possibility, and while they may be more difficult to persuade than in the past, as buyers conduct far more research than they did years ago, an automotive salesman can take advantage of that enthusiasm.
Automotive services salespeople, on the other hand, are not so fortunate. Your service sales team must sell services and components to consumers who don’t want to buy what they’re selling: things to get their automobile to work the way it was supposed to! There won’t be a new car scent, exciting new features, or shiny new paint. Even if they buy the automotive services on offer, they will still be driving the same car or truck every day, and the novelty has most certainly worn off long ago.
To make matters even more complicated, the same informed consumers are frequently wary shoppers. They don’t want to spend money on things they don’t need, and many parts of the Internet have undoubtedly convinced them that they don’t. Why pay for their brakes to be serviced in a shop when the guy on YouTube says it’s not that hard for them to do it themselves?
To overcome all of these issues – and more – and generate the up sales that may greatly boost a company’s bottom line, your automotive services sales team must learn how to sell to these difficult customers while also establishing trust and loyalty, both of which are still critical components of any dealership’s success.
Although it is written into their job description that they should offer guidance, far too many service advisors are focused on the hard pitch and getting to the next consumer as quickly as possible. As a result, they frequently fail to make the desired sale and are unable to move to the potentially lucrative upsells.
The automobile service sales training provided by Pearl Lemon Sales aims to change that. Our sales trainers will demonstrate – and we mean demonstrate, because our sales training programs are vibrant and interactive – to your sales team how to become expert consultative sellers, which are exactly the type of individuals that consumers need, whether they realize it or not.
Your automotive sales teams’ ability to position themselves as trusted, professional consultants determines your company’s automotive services sales effectiveness. Through a consultative sales strategy, they can consistently build trust and credibility while also enhancing your company’s reputation as an automotive services provider.
Making technical terminology relatable and understandable to non-technical customers while describing how it solves their problems and addresses their pain points is a difficult balance that many in the automotive industry struggle with. With our automotive service sales training, your sales force will learn how to strike that balance.
Your sales team will also learn how to increase sales by focusing on value rather than price. When done correctly, carefully explaining to a customer why it is truly beneficial to their vehicle to have the dealership complete repairs rather than them attempting to do it themselves or using cut-price services or a general services chain will help alleviate pricing concerns, and the best salespeople do such an excellent job of conveying this that price becomes a non-issue.
Ensuring that your sales team can do this and has the knowledge and skills to become skilled consultative sellers through specialist automotive service sales training will produce results in terms of increased sales and a better brand image that will more than cover the cost of outsourced sales training from Pearl Lemon Sales.
We aren’t the only organization that provides specialized sales training. So, why should you hire Pearl Lemon Sales to train your staff in enhanced automotive services sales? Why not just use the Internet to get a course? There are numerous options available, some of which may even be provided by the company whose automobiles you sell.
The most obvious response is that we are exceptionally skilled at what we do. Our sales trainers are seasoned salespeople that employ a compelling, easy-to-understand approach to sales training that has been proven to be extremely effective.
Perhaps more crucially, we put our values into practice by using our consultative sales expertise. Our sales trainers alter their own standard procedures and sales training styles to better suit yours, and each customer’s sales training is customized to meet their specific needs. They may have a lot of sales experience, but you are the expert on your company, and we respect that.
We ask you a series of questions to figure out your sales training objectives and problem spots, and then we create a unique automotive service sales training curriculum based on your responses.
We never use one-size-fits-all sales training, since it rarely works in any firm.
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In terms of education, 39.6% of Car Sales Consultants have a bachelor’s degree and 3.1% have master’s degrees. Even though some Car Sales Consultants have a college degree. Some sales consultants may only have a high school diploma or GED though.
After that, to be a great automotive sales consultant, you have to be a good sales person. You have to be personable, knowledgeable and charismatic… and more.
If you are looking to become a better automotive sales person, give our team of professionals a call today to help you improve your automotive sales skills.
Because our automotive sales training is custom tailored to you and your company. This means there are countless benefits for you to reap.
To name a few:
Give our team a call today to learn more and to find out how we can help your automotive sales team improve!
The automotive services sales training works by giving our team of experts a call to begin assessing your needs.
With this training you will get access to 1:1 calls, videos, call recordings and more to provide you with the full scope of training. In addition to these you will be able to ask the team questions whenever you may need them as well.