Nowadays, buying a vehicle feels overwhelming and complex without the right consultation. An automotive sales consultant helps you throughout your car buying journey from the initial selection to the final purchase. Customers today come equipped with good research and higher expectations. The auto sales consultants not only should have deep product understanding but also be proficient in using modern technology to meet their expectations and deliver enhanced service.
In this blog we will be discussing the auto dealer consultant, their key skills and duties, best practices to succeed and how Spyne serves better outcomes for your dealership.
What is an Automotive Sales Consultant?
An automotive sales consultant is a professional who helps customers in purchasing a vehicle acting as an advisor throughout the whole customer journey. They guide the customers from initial inquiry to final purchase based on their needs and the vehicles they’re selling. They’re not only the salesperson but also the sales advisor automotive who ensures a positive experience and informed decision making. They are involved in showing vehicles to new prospective buyers, scheduling test drives, and financing.
7 Essential Duties and Responsibilities of an Automotive Sales Consultant
The primary role of an automotive sales consultant is to guide customers through the whole vehicle journey, from the initial contact to the final sale. Have a look at their duties, including understanding customers’ needs, showcasing vehicles, and having strong product knowledge.
1. Customer Engagement
The sales consultant car welcomes customers and provides service based on their needs and preferences, resolving issues, hence cultivating relationships and fostering long-term loyalty.
2. Product Knowledge
They need to stay updated with the latest trends, features, and specifications of automobiles to provide answers to customers’ queries and recommend them according to their choice.
3. Presenting Vehicles
Showcasing the vehicles in a presentable manner to attract customers, maintaining the display area, demonstrating their value, as well as scheduling test drives, are important duties of a dealer consultant.
4. Negotiating Deals
The sales consultant in automobile industry negotiates the vehicle prices and helps in financing processes to reach a mutually agreeable term for closing a profitable deal.
5. Meeting Sales Target
Managing leads and closing deals by assisting buyers with smooth transactions and providing excellent customer service helps to meet dealership sales targets and overall team success.
6. Manage Sales
The automotive internet sales consultant is responsible for effectively monitoring the sales process, tracking customer interactions, and managing leads through automotive CRM systems.
7. Collaborate with Other Departments
The car dealer consultant is required to work with service, finance, and other dealership departments in order to enhance collaboration among teams and work efficiently.
How Does an Automotive Sales Consultant Help Your Dealership?
The automotive sales consultant assists the customers from the initial query to the final purchase, covering the whole vehicle purchasing process. They recommend suitable vehicles to customers based on their preferences, clarify the financing options, and help them with the paperwork and other legal formalities. Convincing the customer is their fundamental duty, while all other tasks take a back seat. They need to stay updated with the trends and plan strategies to meet the sales target effectively.
8 Key Skills and Qualifications for an Automotive Sales Consultant
An automotive sales consultant should possess a comprehensive blend of sales and communication skills and adequate product knowledge. To list a few skills, they must foster strong customer relationships, negotiate deals, and manage sales processes effectively. Furthermore, a driving license and clean records are needed to qualify for this role.
1. Communication Skills
Strong verbal and written communication skills are required to communicate with customers to explain features, answer queries, and negotiate deals effectively.
2. Sales and Negotiation Skills
Closing deals effectively and negotiating prices is an important skills for the sales consultant car to increase car sales leads and meet the targets.
3. Deep Understanding of Automobiles
Mastering vehicle expertise, such as specifications, features, and prices, is essential for the sales consultant to serve the right car based on the customer’s preferences.
4. Professionalism
Maintaining professionalism in attire and behavior helps build a positive brand image and foster long-term customer loyalty.
5. Problem-Solving Skills
The sales consultant car should be capable of identifying and resolving customer issues and provide them agile support.
6. Teamwork
A skilled auto dealer consultant is one who is willing to collaborate and work in a team to contribute to overall team success.
7. Technical Skills
An auto sales consultant must be proficient enough to use automotive CRM software, digital sales tools, and other relevant technologies and devices.
8. Preferred Qualifications
Some preferred qualifications for this position are:
- Valid driving license
- Clean driving record
- Flexibility in working hours
- Prior sales experience
What are the Experience Requirements for an Automotive Sales Consultant?
An automotive sales consultant must have strong customer service skills. They should have prior sales experience, especially in the dealership setting. The auto sales consultant should have prior sales experience in the automotive business when they start a position. They should be familiar with different car models, trends, and advanced automotive CRM tools for sales. Previous sales knowledge and training can add a bonus to their profile. Furthermore, the auto dealer consultant must have a record of closing more deals and providing exceptional customer service. In addition to this, a dealer consultant who has experience with selling luxury and high-end automobiles can be beneficial for them.
What Training and Education are Required to be an Automotive Sales Consultant?
The minimum requirement for the automotive sales consultant is to have a high school diploma or GED for the entry-level position, though a bachelor’s degree in marketing, business, or communication can be beneficial. Attending ongoing training programs and product sessions helps an automotive internet sales consultant learn about new car models, technology, and smart selling techniques to boost sales and enhance the automotive customer experience in purchasing vehicles. Additionally, certification courses like the National Automobile Dealers Association (NADA) can add value to their resume and boost career progression.
What are the Salary Expectations of an Automotive Sales Consultant?
The salary expectations of an automotive sales consultant range anywhere from $41,000 to $99,000 annually, with an average of around $63,034 in the US. However, the top professionals can make upwards of $125,000.
Meanwhile, in India, the salary ranges between ₹1.5 lakhs to ₹12 lakhs annually, which averages to ₹3.5 lakhs for an automotive sales advisor.
The car dealer consultant earns a base salary topped up with commissions. These include:
- Sales commission is a percentage earned on every car sold
- Sales bonuses for meeting the sales target
- Manufacturer incentives for selling a specific model or reaching the brand’s target
- Other bonuses, such as spiffs offered for special sales promotions
The earnings and benefits of an Internet auto sales consultant vary depending on factors such as dealership size, location, experience level, and overall sales performance.
Pro Tip: We offer sales consultant services at an affordable price with superior customer service.
Evolution of the Automotive Sales Consultant Role
The role of an automotive sales consultant has evolved, impacting the nature of the automotive industry. From a traditional salesperson to a trusted automotive sales advisor, they focus on building strong relationships and providing consultation through a customer-centric approach. This change is due to rising expectations, access to online sources, and avoiding high-pressure sales tactics. The new car sales consultant supports customers at every stage of their buying journey, from initial inquiry to purchasing decision, and lastly, post-purchase support.
1. Product Understanding and Digital Tools
Earlier salespeople focused on gaining product knowledge rather than utilising digital tools. Nowadays, customers arrive at the dealership well informed, so along with a deep understanding they are also proficient to use tools like CRM, etc, to provide expert insights to customers.
2. From Sales-Focused to Customer-Centered
Back then salespersons focused on individual transactions and closing deals through traditional tactics. Now, the dealer consultant follows customer-centric approaches. They offer personalized recommendations based on preferences, post-purchase follow-up support, and automotive lead responses to enhance customer satisfaction and foster long-term relationships and loyalty.
3. Virtual Showrooms
Virtual showrooms these days have become a standard practice. Unlike traditional times, sales consultants provide virtual tours and consultations about car models, new technologies like EVs, etc. They help them make decisions remotely.
6 Best Practices to Succeed as an Automotive Sales Consultant?
The car-selling process can be challenging without the right approach. To excel as an automotive sales consultant, you need to follow the best practices, such as providing customer service, product expertise, and communication skills. Make sure to have a positive attitude, learn strategies, and continuously improve.
1. Comprehensive Product Knowledge
To succeed as an auto sales consultant, you need to have a strong understanding of automobiles, their features, prices, and inventory, and gain experience. Stay updated with new models and upcoming trends in the automotive world.
2. Sharpen Skills and Enhance Collaboration
Work on your communication and interpersonal skills to make customers feel welcome and establish their trust. This helps you communicate and negotiate prices effectively and increase lead conversions.
3. Active Listening for Correct Recommendations
Being a good listener helps you serve the best product in the first hit. Asking insightful questions and listening to the customer’s explanation patiently helps you deliver the correct product.
4. Consistent Post-Purchase Support
You need to have consistent communication support even after the buyer has made their purchase. Establishing an automated lead follow up system for car dealerships turns high-quality prospects into loyal customers.
5. Plan Effective Sales Strategies
Using tools such as CRM and other digital sales tools helps you stay organized, create strategic plans, and make data-driven decisions to build stronger relationships and increase sales.
6. Track Performance Regularly
An essential key practice for auto sales consultant is to improvise themselves regularly by monitoring their performance. Conduct surveys to gather feedback, and active participation in training programs helps identify key improvement areas.
How Does Spyne Serve as the Best Alternative to Hiring an Automotive Sales Consultant?
An automotive sales consultant guides customers through their car buying journey. Spyne’s Retail AI serves as an affordable and scalable alternative providing top notch customer service and boost sales with its automation and effectiveness.
1. 24/7 Lead Engagement
Spyne provides round-the-clock customer engagement through our conversational AI tools such as chatbots and call bots. They answer queries, schedule test drives, and provide recommendations based on customer needs.
2. Personalized Support and Recommendations
We believe in fostering long-term relationships with customers. Spyne analyzes customer behavior and preferences to provide personalized support and deliver the product according to the customer’s choice.
3. Real-Time Analytics
Our real-time dashboard provides an automotive CRM report to track customer interactions, analyze leads most likely to convert and provide valuable insights.
4. Follow-up Support
Spyne ensures you don’t forget your customer once the purchase is made. We help you generate automated follow-up messages for customers to ensure consistent communication support.
5. AI-Powered Inventory Monitoring
Spyne allows you to stock up and sell your vehicles smartly through our automotive inventory management, helping you create listings and prices for your cars.
Conclusion
An automotive sales consultant plays a pivotal role in the customer journey. They assist them from the initial query to the final purchase of the vehicle. Besides selling vehicles, they focus on building strong relationships, closing deals, and effectively communicating with the customer. Hiring a skilled auto sales consultant can be expensive and require guidance; hence, Spyne comes up with a blend of consultation services and automation that cost-effectively serves you with scalability. Experience high-end automotive selling with Spyne’s free demo today!
