Car Salesman or Order TakerAre you a Car Salesman or Order Taker?An order taker acts like a server in a restaurant or coffee shop. "Can I help you?" or "Have you decided what you'll have?" That is the selling style of an Order Taker. You find this approach to selling in shoe stores, boutiques, clothing shops, and, unfortunately, all too often in car sales. OTs, pronounced "O Tees", Order Takers, don't care whether a potential car buyer returns or not. They don't care whether the automobile buyer purchases today or ever. OTs are clock watchers. And, when quizzed about their job, generally answer "This is just a fill-in until I find something better." An OT Car salesman's commission is generally on a just above poverty level. OTs are the kind of automobile sales people who don't look for ways to truly satisfy the person in front of them, the prospect. For OTs, interacting with potential car buyers is just a job. An OT type car salesman who misses out on opportunities is often heard saying "They were just kicking tires." or "He's a lot lizard." For career Car Sales Professionals, selling automobiles is a passion. It makes no difference if their brand is low end or high end. It makes no difference if the vehicle sale is a hundred thousand dollar deal or a five thousand dollar winter car. To automobile sales professionals, selling cars is all about the person, the prospect, the couple in front of them. It is about service! Zig Ziglar coined it best, "If you help enough other people get what they want, you will get what you want." Car Sales Professionals establish a rapport, a relationship, first. Auto sales champions strive to understand the prospect's needs, wants, issues. They gleam as much information as possible to provide an appropriate solution. The automotive selling professional understands the Ziglar philosophy; focus on the prospect - not the commission.
So who are you - a Car Salesman, a true Automotive Sales Professional, a Rembrandt, or an Order Taker? Are you a student of the art of selling? A patriot of the automotive sales profession? Or are you an OT? Not sure?? Contact your last three walk-ins, the last three car sales opportunities you had, and ask them. Better still, look at your current commission voucher. If you are an OT, you will be on the very low end of potential car sales commission income. If that is you, its time for a change, isn't it.
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PSYCHOLOGY OF SELLING
Imagine your team leading you through purchase after purchase after purchase. Your team whispering in your ear, telling you what the customer is thinking... telling you exactly how you can close this deal.
Fantasy? No. Reality - if you want it to be!
The Psychology of Selling
teaches you the most powerful sales techniques to "Double your sales, Increase your earnings, and Develop a powerful sales personality."
Here's the key...
