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Automotive Sales Foundation

The following assessment will help gauge your skill level in fifteen different Automotive Sales Foundational skills.
  • Automotive Sales Foundation

  • Love Your Career in Automotive Sales Enough to Become a Professional at It: This is the first question on the assessment for a reason, it is the most important. No career is perfect and without its ups and downs. However, you need to love your career to ever become good at it and if you don’t, it might be time to find a new one.

  • On a Scale of 1 to 10, how much do you love your career in Automotive Sales?
  • Additional Comments

  • Genuine Desire to Improve Your Selling Skills: Many salespeople say they want to improve, however when it actually comes to putting in the work to improve, they stop before they even get started. Like with any skill set, you must genuinely desire to get better before you will ever get better.

  • On a Scale of 1 to 10, what is your desire level to improve your selling skills?
  • Additional Comments

  • Commitment Level to Being Better: Once you have the desire to get better, then you must have the commitment to actual become better. This should be done in small chunks with the goal of doing something every day to be better than the day before.

  • On a Scale of 1 to 10, what is your commitment level to actually being better today than you were yesterday?
  • Additional Comments

  • Listen More Than You Talk: Telling is not selling. However, most salespeople spend the majority of their time with a customer talking, instead of asking engaging questions and listening to the customers answers. You control the sales process by asking questions, that get answers.

  • On a Scale of 1 to 10, are you listening more than you are talking?
  • Additional Comments

  • Level of Product Knowledge: Product knowledge is not the most important skill for a salesperson to have, however you must know your product to be viewed as a professional. The key to product knowledge is to always learn your most popular products and only use information that is relevant to the customer. Not all customers are interested in the same features and benefits about your product. You must tailor each presentation and demonstration to each unique customer based upon their Hot Buttons and your product knowledge.

  • On a Scale of 1 to 10, what is your level of product knowledge?
  • Additional Comments

  • Commitment to Having a Great ATTITUDE: Your sales have a direct correlation based upon your ATTITUDE. Your ATTITUDE is your single most important selling skill. However, this is the selling skill that salespeople work on the least if at all. Whether you have a naturally positive ATTITUDE, or you are more of a naturally half empty kind of person, you can always improve you ATTITUDE and make it more positive. This is a skill set that should be worked on EVERY day!

  • On a Scale of 1 to 10, what is your level of commitment to having a great ATTITUDE?
  • Additional Comments

  • Commitment to Having a Professional Appearance: Looking the role of a professional will mean different things to different people, and that is ok. First and foremost, you need to dress in a manner that makes you feel good, however we are not talking about your favorite pajamas or comfy sweats. We are talking about nice business attire. Beyond the clothes themselves there are other aspects of your appearance. This includes making sure your clothes are clean and wrinkle free, shirts are tucked in, they fit properly, your hair is well groomed, and many others. Not only do these things give off a favorable first impression, but it always makes you feel good about yourself, helping raise your ATTITUDE. DIT Tip: ALWAYS wear a name badge. This is a pro tip that helps your customer bond with you as you are early in the rapport building stage.

  • On a Scale of 1 to 10, what is your level of commitment to having a professional appearance?
  • Additional Comments

  • Genuinely Care About Your Customer and Always Work in Their Best Interest: People do not care how much you know, until they know how much you care. Once a customer realizes that you actually care about them, and that you are truly working in their best interest they will open up to you and view you as a trusted consultant and not a salesperson. No matter how good of a salesperson you are, the minute a customer believes you are only out for yourself, you have lost them. If you always work in the customers best interest, you will earn more sales than if you are only looking out for yourself. Take care of your customers and they will take care of you!

  • On a Scale of 1 to 10, how would you rate your level of caring about your customer and always working in their best interest?
  • Additional Comments

  • Outgoing and Friendly Personality: Friendly and outgoing personalities is another personal development skill set. This strongly ties into your ATTITUDE and your desire to work in your customers best interest. If you have a positive ATTITUDE, a strong desire to work in your customers best interest, and have the confidence in yourself that you are the right person to help that customer, your outgoing and friendly personality will shine.

  • On a Scale of 1 to 10, how would you rate your personality in regards to being outgoing and friendly?
  • Additional Comments

  • Show Up to Work to Work: As obvious as this may seem, you would never believe how many salespeople show up to work, just to sit around all day, do nothing and hope that a car sale comes to them. However, the professionals, the top salespeople in the country actually come to work to work and make things happen. If you are going to be on shift for eight, ten, or even twelve hours, why not make the most of that time and control your own success and income.

  • On a Scale of 1 to 10, how would you rate your level of showing up to work to work?
  • Additional Comments

  • Well Organized: Organization leads to efficiency and that leads to getting more things done in a day. The more actions (phone contacts, text messages sent, snail mail sent, emails sent, and business cards handed out) that you can get done in one day, the more appointments you will set, and the more calls you will sell.

  • On a Scale of 1 to 10, how would you rate your level organizational skills?
  • Additional Comments

  • Goal Setting: Goals are one of the most important things you can have. Goals can be set for everything that you do in your life. You may have goals you of things you would like to accomplish, such at selling a certain number of units. Goals can also be about things you want in your life, a new car, a house, a boat, etc. Goals are the destination that you want to get to, and they must have a deadline otherwise they will just be a dream. A major step in goal setting that most people, not just salespeople, miss it developing a path or road map to get them to their destination. Think of it like trying to drive across the country without navigation or a map, you are bound to get lost.

  • On a Scale of 1 to 10, how would you rate skills at goal setting?
  • Additional Comments

  • Measuring & Monitoring Your Goals: Now that you have your path, you need to make sure that you stay on the path and timeline by measuring and monitoring your goals and the actions you are taking to accomplish them. Are you on pace to hit or exceed your goals? Are you behind and you need to increase your actions to pick up the pace? Take large goals and break them down to smaller pieces. This will make measuring and monitoring easier. Additionally, it is easier to fix a small veer of course than it is to correct an abundance of wrong turns. Measuring and monitoring your goals should be done at a minimum of a daily basis.

  • On a Scale of 1 to 10, how would you rate skills at measuring & monitoring your goals?
  • Additional Comments

  • Know Your Inventory: Are you committed to knowing your inventory? You would be surprised at how many salespeople do not have a firm understanding of the inventory they have to sell. Your inventory is one of your most important assets and it literally changes daily. Knowing that you just got in that hot product, that hasn’t made it to your website yet, or knowing about that perfect pre-owned vehicle that is not online or on the frontline, can and will the difference between making a sale and not. DIT Tip: The deals where you know about that special vehicle are usually going to be your highest commissions.

  • On a Scale of 1 to 10, how would you rate your knowledge of your inventory?
  • Additional Comments

  • Being a Team Player: What goes around comes around. These are words to live by. You are a member of your dealership; therefore, you are on a team. The more you help out your team and ensure that everyone is successful, the more they will do the same for you. The words, “that is not my job,” should never be spoken. Whatever it takes to make the team better is what you should be willing to do. And when you do watch your ATTITUDE go through the roof, your sales go up, and the more fun you will have a work!

  • On a Scale of 1 to 10, how would you rate your ability and commitment to being a team player?
  • Additional Comments

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