The only way to secure a lasting career in the car business is to master the art of overcoming rejection in sales.
The word “no” is part of every car dealer’s daily vocabulary, but not everyone has the same approach to overcoming rejection in sales. Anyone who’s spent more than two minutes working for a car dealership knows that it’s easier said than done. For some, it can be a real struggle to face frequent rejection, especially when commissions and job security are at risk.
Here are ten tips that can help salespeople feel confident about overcoming rejection in sales.
1. Don’t take it personally.
It’s never a good idea to dwell on rejection. There are many other sales opportunities available, so it’s important to concentrate on how to make the dealership experience more appealing moving forward.
2. Know your audience.
Study clients and their needs to reduce the chances of being rejected in the future. Tailor content to specific demographics to create more appealing campaigns. It helps to update each client’s preferred method of contact in your CRM database to increase the chance they’ll respond to your efforts.
3. Focus on customer service.
Confidence is crucial, but arrogance is a sure-fire way to scare clients away. Be sure to give car buyers an experience that is focused on their needs, not how great you are. Because 59% choose a dealership based on reputation, we know that exceptional service will lead to better reviews, which is not only a confidence booster but a great way to attract new clients.
4. Develop a daily routine.
Creating a disciplined daily schedule will help ensure the hours you spend at work are more productive. Be strict about setting aside time to generate new lead options and to maintain follow-ups with existing clients. It’s a lot easier to bounce back from rejection when there’s an abundance of promising leads available.
5. Stay organized.
Organization isn’t just about being tidy; it’s also about having all the necessary information available to sell a car in the most efficient way possible. According to AutoTrader’s Car Buyer of the Future Study, 72% of car buyers want to save time at the dealership. Salespeople who are disorganized will sell fewer vehicles because they’re irritating shoppers by wasting precious time pausing transactions to search for lost paperwork or sale information. Increase efficiency and reduce rejection by using a CRM to keep car deals organized. Take it up a notch by using a CRM mobile app to access that information at any time, anywhere.
6. Perform self-audits.
In car sales, it’s never a good idea to abide by the motto “fake it till you make it.” Prevent future rejection by performing regular performance audits. Use CRM reporting to find out how many times a day new and existing clients are contacted, how they’re contacted, and which efforts are most successful. This data can help salespeople decide which initiatives are most profitable.
7. Set realistic goals.
Increase confidence by using existing data to set attainable goals. It’s better to aim for a consistent increase than to set unrealistic goals. Figure out how many calls, texts, and emails your sales team completes each day. Set small goals to increase these numbers gradually each week.
8. Make adjustments.
It’s essential to give new sales processes and procedures the time to work, but if results are lacking it’s time to make adjustments. Just make sure to
track any changes to ensure you’re moving in the right direction.
9. Take a walk.
A quick walk around the car lot is a great way to gather your thoughts after a difficult sale. It’s also the perfect time to give new inventory a closer look. When you know what you’re selling you can sell it with confidence.
10. Practice often.
Role-playing difficult sales scenarios is a great way to increase confidence when dealing with real customers. It’s better to have a slip-up with a co-worker than to end up in a situation that puts you at risk for battling negative reviews.
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