Never before has it been more important to know your stuff! The automotive industry has historically been a place where a customer would walk in, sign on the dotted line and walk away happy with their new car and not a lot of questions asked.
With the latest news from the SMMT (Society for Motor Manufacturers and Traders) that new car registrations have fallen by 9% and one of the biggest car dealers in the UK, Pendragon, also warning of low new car sales, what does this mean for the buyer and the sales person?
Well firstly, it’s not doom and gloom. History shows us that the current stats aren’t that bad and although registrations have fallen they are still at a high level and of course used car sales hit all time record levels at the beginning of 2017.
So for the buyer there are now many more things to think about such as emissions, PCP’s, low deposits, new or used and perhaps to go down the Hybrid route.
For the sales person it means knowing your product, knowing the competitors and proving yourself as an industry expert. The modern sales executive must be able to demonstrate they are offering the customer the best option for their circumstances.
It’s time to be the ultimate sales person!