Think back to when you decided to become an automotive salesperson. Did any of the following thoughts pop into your mind?<\/p>\n
a) \u201cI love cars and know everything about them, so I\u2019d obviously be great at selling them, too!\u201d<\/em> If so, you may have discovered by now that those traits are salespeople stereotypes<\/a>\u00a0and don\u2019t often translate to a successful, long career selling vehicles. What sets top dealership salespeople apart from the rest? Outstanding sales communication skills.<\/p>\n Good car salesman skills are more than talking, telling, or explaining. Good communication allows you to truly understand potential buyers and connect with them in an authentic way that, hopefully, translates into a sale that everyone is happy with. Communication has many sides\u2014both verbal and nonverbal\u2014and requires a variety of different skills to send the intended message.<\/p>\n Many salespeople are extroverts and love talking to people all day. That\u2019s not a bad thing, but if you\u2019re dominating every conversation you have with a prospective buyer in your dealership, you\u2019re not communicating\u2014you\u2019re just talking too much.<\/p>\n You will gain far more valuable insight by letting your customer speak and actively listening to them. Active listening is not just nodding your head and zoning out; it involves occasionally repeating what the person has said to show you\u2019re listening, summarizing what they\u2019ve told you, and asking relevant questions to clarify your understanding.<\/p>\n Your customer may be saying one thing, but if you can read their body language, it may be telling you a completely different story that reveals how they\u2019re feeling. Likewise, watch your own body language. If you aren\u2019t great at maintaining eye contact or cross your arms across your body a lot, you may unintentionally be coming across as shy, unsure, or closed-off.<\/p>\n Among the most important sales communication skills, watching your tone of voice is often forgotten. Pay attention to how your buyer speaks\u2014their volume, pitch, word choice, and speed. Don\u2019t imitate them, but try to adjust your own tone of voice to match theirs.<\/p>\n Your customer wants you to be an expert in your field, and they love your enthusiasm for the vehicle they\u2019re about to test drive. There is a fine line, however, between sharing that expertise and sounding condescending. You have to learn to communicate that knowledge in a way that your customer can understand without having the background you do.<\/p>\n Remember when you were a kid and you questioned and wondered about everything? Get back into that frame of mind when you meet a new customer. Resist the urge to start your whole sales schtick and instead, ask genuine, relevant questions<\/a>\u00a0that will help you get to the heart of what they need.<\/p>\n One of the top sales communication skills any salesperson needs\u2014but especially an auto salesperson\u2014is to share information sincerely. That means if they ask you a question you don\u2019t know the answer to, don\u2019t make something up. Be honest, tell them you\u2019re not sure, but you\u2019re going to find out for them. It\u2019s a simple way to build trust.<\/p>\n You\u2019ve already taken the first step! You read the list of six sales communication skills every car salesperson should have\u2014now, take a personal inventory of where you think you\u2019re falling short. Choose one skill to work on during your work day and pay attention to how your customers react and how your conversations change (hopefully for the better).<\/p>\n If you\u2019re serious about improving your sales communication skills, schedule a time to sit down and speak with your sales manager. Let your manager know that you\u2019re interested in improving your communication skills, feel it\u2019s something the whole team<\/a>\u00a0could benefit from, and ask if the topic could be covered in a few sales meetings, or if the dealership will pay to bring in an expert. It\u2019s worth asking and shows your commitment to becoming a successful auto salesperson.<\/p>\n
\nb) \u201cEveryone says I\u2019m charming and talk a lot. Those are perfect traits for a salesperson.\u201d<\/em>
\nc) \u201cI can talk anyone into doing anything, I\u2019d be awesome at selling cars!\u201d<\/em><\/p>\nHow are your sales communication skills? Here are some of the most essential:<\/h3>\n
1. Active listening<\/strong><\/h4>\n
2. Reading and managing body language<\/strong><\/h4>\n
3. Adjusting tone of voice\u00a0<\/strong><\/h4>\n
4. Communicating expertise without being condescending\u00a0<\/strong><\/h4>\n
5. Curiosity\u00a0<\/strong><\/h4>\n
6. Total honesty\u00a0<\/strong><\/h4>\n
Tips for improving your sales communication skills<\/h3>\n
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