| Are you new to car sales or selling cars? Some may | | | | more crucial to selling cars. However this also means |
| view this as a disadvantage, but it may be a | | | | that the dealership change their beliefs by allowing their |
| competitive advantage that is just hiding below your | | | | sales force to attend business networking events. If |
| belief system. | | | | you already understand the dynamics involved in |
| The car industry is not the same as it was 30, 20 and | | | | networking, again this becomes a competitive |
| even 5 years ago. With the advent of the Internet, | | | | advantage. |
| more educated buyers and the still prevalent historical | | | | Since buying a car is a very personal relationship, this |
| conditioning, selling cars is truly different. Gone are the | | | | suggests that selling cars is much more about |
| days when floor traffic or lot traffic was the dominant | | | | relationship selling than ever before given the plethora |
| strategy to increase sales | | | | of car manufacturers and their respective dealerships. |
| In the past, the sales force relied on the dealership to | | | | When you add in the used car market and the Internet, |
| bring in traffic from expensive advertising to mass | | | | the competition has dramatically increased. If you |
| direct mailings. Then after the dealership took these | | | | already understand the power of relationship selling, |
| actions, the salesmen would close the deal. This belief | | | | you have another competitive advantage. |
| that the dealership must drive traffic is a false one in | | | | Another competitive advantage is that for the most |
| today's marketplace. If you are new to selling cars, you | | | | part everyone needs a car. The issue then becomes |
| probably do not have this belief and this is one of your | | | | your ability to market to those demographics that buy |
| competitive advantages. | | | | the type of car that you are selling from price to style. |
| Today, new car salesmen or new car saleswomen | | | | Joining professional organizations such as National |
| must be far more proactive in their individual marketing | | | | Association of Women Business Owners to Rotary or |
| efforts. Working the dealerships customer relationship | | | | Exchange Clubs is one marketing strategy to reach |
| management system is only one sales tactic. | | | | that specific target market. |
| Networking at events outside the dealership is far | | | | |