Critical Skills for Automotive Salespeople

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

Name*
First Last
Email*
Dealership*
How long have you been in the Automotive Sales business?*
How long at your current dealership?*
Critical Skills for Automotive Salespeople
Follow the Sales Process with EVERY Customer: Do you have a sales process? And more importantly do you follow it with 100% of the customers 100% of the time?
Love your career in Automotive Sales enough to become a professional at it:*
On a Scale of 1 to 10, what is your skill level at following the sales process with 100% of the customers?
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Follow the Sales Process Additional Comments
Additional Comments
Use Questions to Control the Sales Process: Do you ask more questions than give answers during your sales process? Do your questions actually get answers? Do you actually listen to your customer and their responses? Do you use the answers to these answers to lead you through the sales process?
Use Questions to Control the Sales Process:*
On a Scale of 1 to 10, what is your skill level of using questions to control the sales process?
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Use Questions to Control the Sales Process Additional Comments
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 ever day to be better than the day before.
Commitment level to being better:*
On a Scale of 1 to 10, what is your commitment level to actually being better today than you were yesterday?
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Use Questions to Control the Sales Process Additional Comments
Additional Comments
Paint a Mental Picture of Ownership with EVERY Customer: Do you tell stories and ask questions that cause the customer to see themselves owning, enjoying and benefiting from your product?
Paint a Mental Picture of Ownership with EVERY Customer:*
On a Scale of 1 to 10, what is your skill level of painting a mental picture of ownership with 100% of your customers?
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Paint a Mental Picture of Ownership with EVERY Customer Additional Comments
Additional Comments
Use Trail Closes Throughout the Sales Process: Do you know what a trial close is? Do you use them to gain positive opinions throughout the sales process?
Use Trail Closes Throughout the Sales Process:*
On a Scale of 1 to 10, what is your skill level of using Trial Closes?
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Use Trail Closes Throughout the Sales Process Additional Comments
Additional Comments
Handling Customer Objection and Concerns: What is your confidence level when it comes to overcoming customer concerns and objections? Do you have the skill set to overcome any objection or concern?
Handling Customer Objection and Concerns:*
On a Scale of 1 to 10, what is your skill level at handling customer objections and concerns?
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Handling Customer Objection and Concerns Additional Comments
Additional Comments
Addressing Money Concerns without Negotiating Money: Can you build value to justify pricing or payments instead of negotiating the money?
Addressing Money Concerns without Negotiating Money:*
On a Scale of 1 to 10, what is your skill level at addressing money concerns without actually negotiating the money?
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Addressing Money Concerns without Negotiating Money Additional Comments
Additional Comments
Overall Negotiating Skills: Do you understand how to negotiate? How to make negotiations win-win?
Overall Negotiating Skills:*
On a Scale of 1 to 10, what is your overall skill level at negotiating?
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Overall Negotiating Skills Additional Comments
Additional Comments
Follow-up with Unsold Customers: Do you know when to contact an unsold customer? Do you know how to contact them? Do you know what to say?
Follow-up with Unsold Customers:*
On a Scale of 1 to 10, what is your skill level at following up with unsold customers?
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Follow-up with Unsold Customers Additional Comments
Additional Comments
Follow-up with Sold Customers: Do you know when to contact a sold customer? Do you know how to contact them? Do you know what to say?
Follow-up with Sold Customers:*
On a Scale of 1 to 10, what is your skill level at following up with sold customers?
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Follow-up with Sold Customers Additional Comments
Additional Comments
Prospecting including Repeat & Referral Business: Do you know how to prospect for new business? Do you know how to earn repeat and referral business?
Prospecting including Repeat & Referral Business:*
On a Scale of 1 to 10, what is your skill level at prospecting and cultivating repeat and referral business?
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Prospecting including Repeat & Referral Business Additional Comments
Additional Comments
Telephone Skills - Incoming, Outgoing, and Leaving Messages: Do you know how to convert incoming phone calls into appointments and eventually sales? Can you make outgoing phone calls that turn in business? Can you leave messages that get returned and eventually turns into business?
Telephone Skills - Incoming, Outgoing, and Leaving Messages:*
On a Scale of 1 to 10, what is your skill level at overall telephone skills: incoming calls, outgoing calls, and leaving messages?
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Telephone Skills - Incoming, Outgoing, and Leaving Messages Additional Comments
Additional Comments
Text Messaging Skills: Do you know how to send text messages that warrant engagement and turns into business?
Text Messaging Skills:*
On a Scale of 1 to 10, what is your skill level at sending text messages that get engagement?
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Text Messaging Skills Additional Comments
Additional Comments
Email Skills: Can you send emails that engage customers and keeps the communication moving forward with potential and previous customers?
Email Skills:*
On a Scale of 1 to 10, what is your skill level at sending emails that get engagement?
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Email Skills Additional Comments
Additional Comments
Set Clear Goals: Do you set clear and concise goals? Do you set personal and professional goals? Are they short, medium, and long term? Do all of your goals have a deadline?
Set Clear Goals:*
On a Scale of 1 to 10, what is your skill level at setting clear and concise goals?
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Set Clear Goals Additional Comments
Additional Comments
Measure & Monitor Everything You Do: Do you measure and monitor your goals every day? Do you measure and monitor your actions every day?
Measure & Monitor Everything You Do:*
On a Scale of 1 to 10, what is your skill level at measuring and monitoring everything that you do?
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Measure & Monitor Everything You Do Additional Comments
Additional Comments
Improve Your Skill Set and Practice Daily: Do you work on improving your selling skills every day? Do you practice every day?
Improve Your Skill Set and Practice Daily:*
On a Scale of 1 to 10, what is your commitment level to improving your skill set and practicing daily?
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Improve Your Skill Set and Practice Daily Additional Comments
Additional Comments

Salesperson Assessment

Critical Skills for Automotive Salespeople

Critical Skills for Automotive Salespeople

Follow the Sales Process with EVERY Customer: Do you have a sales process? And more importantly do you follow it with 100% of the customers 100% of the time?

Use Questions to Control the Sales Process: Do you ask more questions than give answers during your sales process? Do your questions actually get answers? Do you actually listen to your customer and their responses? Do you use the answers to these answers to lead you through the sales process?

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 ever day to be better than the day before.

Paint a Mental Picture of Ownership with EVERY Customer: Do you tell stories and ask questions that cause the customer to see themselves owning, enjoying and benefiting from your product?

Use Trail Closes Throughout the Sales Process: Do you know what a trial close is? Do you use them to gain positive opinions throughout the sales process?

Handling Customer Objection and Concerns: What is your confidence level when it comes to overcoming customer concerns and objections? Do you have the skill set to overcome any objection or concern?

Addressing Money Concerns without Negotiating Money: Can you build value to justify pricing or payments instead of negotiating the money?

Overall Negotiating Skills: Do you understand how to negotiate? How to make negotiations win-win?

Follow-up with Unsold Customers: Do you know when to contact an unsold customer? Do you know how to contact them? Do you know what to say?

Follow-up with Sold Customers: Do you know when to contact a sold customer? Do you know how to contact them? Do you know what to say?

Prospecting including Repeat & Referral Business: Do you know how to prospect for new business? Do you know how to earn repeat and referral business?

Telephone Skills - Incoming, Outgoing, and Leaving Messages: Do you know how to convert incoming phone calls into appointments and eventually sales? Can you make outgoing phone calls that turn in business? Can you leave messages that get returned and eventually turns into business?

Text Messaging Skills: Do you know how to send text messages that warrant engagement and turns into business?

Email Skills: Can you send emails that engage customers and keeps the communication moving forward with potential and previous customers?

Set Clear Goals: Do you set clear and concise goals? Do you set personal and professional goals? Are they short, medium, and long term? Do all of your goals have a deadline?

Measure & Monitor Everything You Do: Do you measure and monitor your goals every day? Do you measure and monitor your actions every day?

Improve Your Skill Set and Practice Daily: Do you work on improving your selling skills every day? Do you practice every day?

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