We have been so busy with the legislative changes that we seem to have neglected the changes in the sales landscape and the ability of our sales force to adapt.
The salesperson of yesteryear and the one
of today are miles apart. Their source of leads and
enquiries have changed drastically. Gone are the days of
a tickler box and the little black book. This is the electronic and social media era.
Words like
SEO, Facebook, Twitter and Target Marketing
should be part of their daily vocabulary. They should
understand the modern customer and be able to adapt
to this new environment.
The modern salesperson understands that the buyer is in
control
Customers come armed with all the information and look for
the solution that best suits their needs. As a salesperson, the funny thing
about needs is that you can’t fully understand them unless
you listen.
Successful salespeople know their customers and their
online and social media usage. They are able to use this information
to cater for their customers' specific needs.
The modern salesperson is transparent
Great salespeople eliminate the fine print. This doesn’t
mean that they give things away and override company
policies. Instead, they make everything perfectly clear
upfront so there are no surprises when the time comes to
sign the deal.
Great salespeople are honest, because they know
customers make informed purchasing decisions.
They acknowledge that it’s entirely possible that the
customer knows as much – or more – about the product
than they do.
The modern salesperson is accessible
Sales are no longer a one-way street. It’s much more
relationship-driven. Make it personal.
The modern salesperson is plugged in socially
They are not only adept at monitoring prospects’ behaviour in an effort to provide
further context, but also to remain accessible and
engaging should there be any questions on the part of
the prospect.
The modern salesperson can be classified as ambivert
The modern salesperson is the perfect blend between
extrovert and introvert. They’re not pushing for the
sale, but rather working with the customer to find a
solution that makes sense given the customers’ unique
needs and challenges.
We wish them well!
March 2017 Sales in a Nutshell
We share the best used car sales for March 2017 (only IDA dealers on the Signio platform).
FORD
VOLKSWAGEN
TOYOTA
BMW
NISSAN
The top three used commercial vehicle sales per
manufacturer (bakkies)
RANGER 2.2TDCI XL P/U D/C
RANGER 2.2TDCI XL A/T P/U D/C
RANGER 2.2TDCI XLT P/U D/C
Top 10 derivatives used car sales
RANGER 2.2TDCI XL P/U D/C
ECOSPORT 1.5TIVCT AMBIENTE
FIGO 1.4 AMBIENTE
POLO VIVO 1.4 TRENDLINE 5DR
POLO 1.4 COMFORTLINE 5DR
RANGER 2.2TDCI XL A/T P/U D/C
RANGER 2.2TDCI XLT P/U D/C
EVEREST 2.2 TDCI XLT A/T
RANGER 3.2TDCI XLT A/T P/U D/C
POLO 1.6 COMFORTLINE 5DR
The average age of used vehicles sold in March was 4.68
years.
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