Mark Gilbert’s incredibly long history of success in the automotive sales field has enabled him to get his hands on all aspects of it. Having started on the sales floor to a managerial position, all the way to becoming one of the foremost names in automotive sales, he knows what it takes to build success from the ground up. And he of all people understands that it’s the people on the floor that make the sales happen.
This is why it’s so essential to build a strong, competent sales team that engages with the customers. Creating a winning sales team can quickly drive up sales on the dealership, and Mark Gilbert knows precisely how to get one.
1. Make sure they know the cars you’re selling
Customers like people who know what they’re talking about. A well-prepared sales team is one that knows about every single item on the sales floor. If you’re building a team that can speak to customers about every aspect of each car on the floor, the team needs to be well-prepared and well-informed.
2. Let them observe and learn
The present sales team needs to learn from the existing ones too. Learning by example is the key, so the team gets the hang of the ropes as quickly as possible. And by building great listening and observation skills, Mark Gilbert says you’re fostering a habit of thinking before taking action, especially with customers.
3. Have them maintain professionalism
Professionalism is incredibly crucial in any team. It’s one of the top qualities of any great salesperson. You need to make sure that your team exhibits professionalism in every aspect, from the way they dress to how they listen and interact with potential buyers.
For Mark Gilbert, a good, engaging sales team is a highly successful one. If they have these skills and qualities, you’re well on your way to building a great team.