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Is there really such a thing as a ‘perfect pitch’? Maybe not completely - but here at Big Motoring World we think there are a number of basic guiding principles that will serve you well in most sales situations you’ll find yourself in. Here a few of our top tips. Know what you’re talking about An obvious one maybe, but you really need to know whatever it is you’re selling, absolutely inside out. Not just in a ‘it has this feature and that feature’ way, b...

Making sales calls is an art. They are something that all of us as salespeople will have to do at some point in our careers, but they can be devastatingly easy to get wrong. Here are the Big Motoring World tips for getting that crucial call right. Be prepared There really is no excuse for any sales call now to be completely ‘cold’ - there are so many ways to reach people to prepare the ground first - from a quick email to an InMail message on LinkedIn - that they should be primed for...

As sales people, it’s the word we all fear - that final ‘no’ from a customer that means that they don’t want to close the sale. It can represent the end point of a process that may have involved months of investment on your part - and it can be hugely disheartening. But, it happens to all of us (although not here at Big Motoring World, obviously!). Here’s why: You haven’t sold it to them Bear with us - don’t take that statement on face value. What w...

It’s one of the oldest truths in the sales business (coming in just after ‘you should always sell benefits, not features’): people buy from people they like. It’s something that we’ve seen proven time and time again here at Big Motoring World - having a nice personality matters, because it allows you to build strong, lasting relationships with prospective customers, and ultimately sell to them successfully. Our very best sales people are likeable, approachable peopl...

You may have come across people talking about ‘game theory’ before – it’s a set of ideas that have been around since at least the 1940s. The basic concept is this: that is possible to determine the outcomes of certain situations and interactions simply by looking at the mathematical models that underpin them. Plan your moves As sales professionals, we’re in the business of personal interactions – it is the bread and butter of pretty much everything we do. The ...

Remarkably, keeping things simple is a skill that seems in fairly short supply in the business world. Whether it’s people falling prey to the temptation to use too much jargon, or the over complication of processes or procedures, we seem to be addicted to complexity. Maybe it’s just a matter of self-justification - the more complicated you can make your role or the service you provide sound, the more some people think they can claim to be an expert. Or, perhaps  in the end maki...

We probably don’t need to tell you how important making a great first impression is - but we will, because it’s so vital to get it right. It’s the foundation stone upon which your whole relationship with the person you’re meeting is built - get it wrong, and they can be left with an idea of you that will do you no favours at all. So, here are Big Motoring World’s top tips for getting off on the right foot. Put your phone away Use the five minutes spare that you&rsq...

There can be few feelings more disappointing than walking out of a job interview, and knowing already that you haven’t got the job (believe it or not, it’s even happened to some of us here at Big Motoring World in the past). That feeling of having let yourself down is particularly hard to take, especially if you’ve put a lot of work in to prepare for the interview. So, here are few pointers on some of the commonest mistakes that candidates make when they come in for interview. ...

It’s a simple question – but a surprisingly complex one to answer. It’s  an issue that goes to the very heart of how to be an effective sales person. So, why do people buy? They buy because they’re not happy with what they currently have. Dissatisfaction is the oil that makes any market work. So, ask your potential customers about it. What is causing this dissatisfaction? What isn’t right about their current situation? And most importantly - why have they...

Sales people work alone, right? It’s all about an individual’s sales skills, about building personal relationships and hitting your targets. Well, not quite. Here at Big Motoring World we know that creating a successful sales team - one that truly works, and that achieves the goals that the business sets it - is about a bit more than that. So how do you make yourself an indispensable part of your sales team? Here are a few tips. Share Open communication with the rest of your sales co...

So, you’ve closed the deal, shaken hands and everyone is happy. What next? One of the key differences between companies that actually grow, and those that simply stand still, is what happens after a sale. Here at Big Motoring World, the after sales care we give is absolutely critical to retaining customers and giving them the great service we think they deserve. Here are a few tips. Be personal, be available It’s more than likely that your new customer finally decided to buy from you...

Sometimes, to get ahead in any industry, it helps to look beyond the borders of your own specialism. Looking at how successful companies in different sectors treat their customers can help you to develop new strategies and techniques within your own - so here at Big Motoring World we thought it might be useful to share just a few tips that we’ve picked in the world of sales beyond motoring. Creating brand loyalty Starbucks and Apple are great examples of this - companies who are great...

We’ve all been there – maybe on our way to another meeting, or even just at a social event. We suddenly and unexpectedly find ourselves with a few precious moments standing in front of someone who could be a potential client, or maybe even a future employer. “So, what do you do?” they say. Here are our tips for getting the most of the critical moments that follow that all-important question. First of all, keep it brief… It sounds obvious, but you don’t have ...

We all have to start somewhere - but many sales roles say they need experience. So, in order to land that first role in sales you’ll have to show many of those same qualities that you’ll need to secure your first sale itself one day. Here are a few of our top tips. Prepare Just as in a real life sales situation, preparation is everything. Nothing will make a prospective employer (or customer) more likely to turn around and walk out the door than a lack of preparation. So, get on thei...

Whether you’re just about to start out in the industry, or you’ve been around for a while, there’s one thing you’ll probably have noticed already about sales: it’s an incredibly dynamic environment. Constant development Sales is an area where things change constantly, so pinning down a few clear ideas about where the industry is heading is always a tricky proposition. However there are a number of areas that are clearly growing in importance - and that are worth bea...

  In previous blogs, we’ve concentrated a lot on the various strategies we can all follow to become better salespeople - sharing just some of the best practice that we’ve picked up over the years at Big Motoring World. And while that has hopefully been useful for you, we thought that it might also be beneficial to take a quick look at some of the ways that many salespeople - even the most experienced, successful ones - can sometimes get it horribly wrong. It happens to us ...

If you’re just starting out on your career in the sales industry, then you might feel that it’s maybe a little too early to begin looking at what your next move might be. But here at Big Motoring World we’ve always been keen not just to hire the best, but to help them develop too - and we firmly believe that thinking about the different roles you might take on throughout your career is a critical part of everyone’s progression. A chance to look ahead With that in mind...

  In our last Big Motoring World Jobs blog post we covered the art of negotiation. We gave you just a few simple tips and techniques that should help you to cut a deal with a prospective customer that will benefit all parties. Negotiating a win-win is never easy, but it’s a great feeling when it comes off. The crunch But all that negotiation will come to nothing if you fail at the final hurdle - the culmination of all that give and take that comes down to the point when your prospec...

We all know body language is important – studies have shown that over half over the judgements we make about people are based on visual cues rather than verbal ones. Those kind of figures are significant, and here at Big Motoring World we’ve seen how body language can have a big impact - in a number of interesting ways. Take interviews for example. As a candidate - especially for a sales role - getting your body language right is absolutely critical. The way you come across in an in...

It’s often called the ‘art of persuasion’. We all know people who ‘just have it’ - many of them work with us here at Big Motoring World - but it’s sometimes hard to actually put your finger on what it is that makes some people more persuasive than others. The power to persuade It’s an ability that feels sometimes as if it has the hard-to-define nature of a ‘gift’. So does it come down to personality, charisma, eloquence, or just a firm grasp ...

Negotiating is an art - and can take many forms. Of course the way you negotiate a sale will depend on a lot of different factors - your own personality, your sales technique, or different customers you’re dealing with. Different situations call for different skills, but it’s fair to say that there a few key techniques you can employ in most cases to make sure you get the deal you - and your company - are after. Top tactics We’ll be looking at some great tactics for closing the...

You might think it’s an impossible question, but research carried out by the Harvard Business Review claims to be able to tell you the personality traits of a great salesperson. Asking someone who excels at selling to pinpoint why they’re so good at it is tricky. You more than likely won’t be able to get one definable answer. Perhaps the people themselves don’t know but structured research into exactly this has yielded interesting results. It seems there are various key...

You may know that your future lies in sales. You may even have found the perfect job vacancy. But the first step is always convincing a potential new boss to talk to you in the first place. Your CV is where it’s at. Think of your CV as the way to get your foot in the door so you can be selected for interviewing. So it has to be crafted for the exact role you’re applying for. Tailor your experience for every role you apply for Making sure your skills reflect the role you’re app...

The clothes make the salesperson… as the old saying sort of goes. If you figure out what kind of attire you should be wearing, you’ll create a great first impression on customers, making it easier to sell products and build your career. Here we explain how to dress for success when working in sales. Customer’s always right One of the key principles of sales is that the customer is always right, and it applies here to. It’s a good idea to take your que from your customer...

If you break into the exciting world of sales, you’ll probably be expected to meet certain sales targets, by selling so many products per week, month etc. What if you’re not managing to meet these goals? How can you change this? Start by looking at the reasons why, so you can fix any issues and be a better salesperson. Big Motoring World reveals five reasons why you’re not hitting your sales targets. Your targets aren’t clear It could just be that your targets are unclear...

If you’re lucky enough to bag a sales manager position, one of your key responsibilities will be to lead your team towards success. It’s crucial that you focus on building a winning team and once that happens, that you keep talented employees with you. Here we explain how to retain sales staff. Hire strategically Start as you mean to go on, by hiring strategically. Implement a rigorous vetting process, when taking on new staff, so you can hire people who have a solid track record fo...

Are you just starting out in sales? It can be hard to get to grips with everything the art of selling involves, so it’s wise to find someone to show you the ropes, allowing you to learn how to succeed from the best. Big Motoring World reveals how to develop a sales mentor/mentee relationship. Define your goals Begin your quest, by asking yourself one pivotal question. What do you want to get out of the mentor/mentee relationship? Are you looking for someone, for example, who can help you ...

You will have to deal with reluctant customers as a car salesperson – it’s part of the job. What separates great from average car salespeople, is that when a customer objects, they can skilfully vault these barriers and get the sale. You might want to learn how this is done, so you can get as many sales as possible and advance your career, so stay here, as we explain how to handle car sales objections. Nail your opening gambit The way you initially react can make all the difference. ...

If you make it past the interview stage, when applying for a sales job, maybe think twice before you accept the position straight away. There’s a few things you need to know first, to make sure the role’s the right fit for your life circumstances and ambitions. Big Motoring World reveals five key questions that it’s a good idea to put to your potential employer before accepting their job offer. What pay will I receive? If the company hasn’t already stated their pay policy...

If you want to work in sales, keep in mind that employers will vet you carefully, to ensure they take on professional team members. British employers are increasingly examining candidates’ social media accounts as part of this vetting process and according to the Daily Mail, a third have rejected applicants after doing so. It is crucial, therefore that you learn how to clean up your social media for job hunts. Browse statuses and comments Your social media statuses and comments give recru...

It’s critical that you draw on your customer’s desires to inform your pitching technique, so you can sell without being salesy. It’s a good idea to put queries to your prospect, so they can tell you their desires themselves, doing the leg work for you. Big Motoring World reveals five questions to ask in car sales. Hello, I’m (insert your name). What’s your name? One of the core principles of sales is that respect is critical. Establish a respectful relationship with...

It’s always a good idea, as a budding salesperson, to try to refine selling technique, so you can make more deals. Big Motoring World looks at five ways you can increase your sales volumes in 2017. Increase hours Looking at the habits of top salespeople can be a really good way to improve your selling method, because they clearly know how to strike a lot of deals! Note that many of the best in the industry work all the hours they can, never missing an opportunity to sell products. In a po...

It’s key to build relationships with customers, when working as a salesperson, to develop the good will needed to execute deals. But if you have to say no to a customer, you could anger them, damaging the relationship. Big Motoring World explains how to say no to a customer in a positive way. Always be polite Likeability is a core characteristic of good salespeople, as consumers are more receptive to people they like. To maintain this likeability, be polite when saying no. Adopt a soft, f...

If you’re looking to break into sales with no experience, it’s wise to look into what it takes to become a successful salesperson. Big Motoring World asks: do you need qualifications to work in sales? Basic requirements There are no set requirements, in terms of qualifications, for becoming a salesperson. However, sales can be a demanding industry. For example, the core duties of car salespeople range from product research and conducting test drives, to selling cars and arranging fi...

It is crucial that you form good relationships with customers, when working in sales, to position yourself as a trusted source of buying advice. But you should avoid being too ‘salesy’ (basically pushy), as you may frighten consumers away. Big Motoring World explains how to sell without being salesy. Be really likeable We should note that likeability is one of the key characteristics of good salespeople. You shouldn’t forget that selling is about persuading people to spend mone...

There are some fundamental truths that you should always keep in mind, whichever type of sales you work in, to succeed. Big Motoring World reveals five key sales principles to always remember. Listening is key Some salespeople make the mistake of talking too much. If consumers want a full breakdown of your services, they can just visit your company’s website. It’s more important to listen, so you can determine how to tailor your sales pitch to the customer. Forbes suggests that as a...