How to Be Automotive Sales Consultant - Job Description, Skills, and Interview Questions

Jan 5, 2021 / 5 Minutes Read / By Albert

How to Become

Professional Organizations

FAQ

Links

The automotive sales consultant plays an important role in the automotive industry. By offering their wealth of knowledge, expertise and customer service, they are able to help potential car buyers navigate the process of finding the perfect car for their needs. This in turn can lead to increased sales for the dealership and help contribute to the automotive industry as a whole.

The consultant's ability to assess customer needs, explain the features of each vehicle and provide helpful advice about financing options can mean the difference between a successful negotiation or losing out on a potential sale. With the right tools, skills, and strategies, a sales consultant can help ensure that the dealership is successful in meeting customer needs and keeping them satisfied.

Steps How to Become

Obtain a High School Diploma or GED. Most automotive sales consultant positions require at least a high school diploma, or equivalent.
Consider Getting a College Degree or Certification in Automotive Sales. Some employers may prefer to hire those who have completed a college degree or certification in automotive sales, though it is not always required.
Have a Valid Drivers License. A valid drivers license is necessary, as most automotive sales consultants will need to be able to drive vehicles for demonstrations and test drives.
Gain Experience in Sales. Experience in sales is important, as automotive sales consultants must be able to provide excellent customer service and persuade customers to purchase vehicles.
Take Automotive Sales Classes. Automotive sales consultant classes can help you learn the basics of the automotive sales industry and prepare you for a job.
Get Certified. Becoming certified in automotive sales can help you show potential employers that you have the knowledge and skills necessary to be a successful automotive sales consultant.
Network. Networking is an important part of finding a job in any industry, and automotive sales is no exception. Attend auto shows, trade shows, and other industry events to meet potential employers and learn more about the industry.

In order to stay ahead and capable as an Automotive Sales Consultant, it is important to stay informed of the latest industry trends, be aware of consumer buying behavior, and stay up to date with the latest technology. Keeping abreast of the latest industry news will help to ensure that the consultant is knowledgeable about the products and services offered in the market. Understanding consumer buying behavior will help a consultant to anticipate customer needs and identify potential opportunities to meet them.

staying up to date with the latest technology will allow a consultant to better utilize resources, such as online search engines, to locate and recommend the right vehicles to customers. By staying informed of industry trends, understanding consumer buying behavior, and staying up to date with technology, an Automotive Sales Consultant can remain ahead and capable in their field.

You may want to check Automotive Detailing Specialist, Automotive Parts Counter Clerk, and Automotive Designer for alternative.

Job Description

Greet customers and ascertain their needs and desires for a vehicle.
Answer customer questions about vehicle features and benefits.
Explain the features of various models and demonstrate available vehicles.
Assist customers in selecting a vehicle by asking relevant questions and offering suggestions based on their needs.
Prepare and present customer quotes, including estimated trade-in value of existing vehicle.
Negotiate pricing and finalize sales contracts.
Explain the financing process, including loan or lease terms, to customers.
Follow up with customers after purchase to ensure satisfaction and resolve any issues.
Maintain up-to-date knowledge of new vehicle models, features, accessories, pricing and promotions.
Prepare reports on sales trends and results.
Adhere to all company policies and procedures while promoting the brand loyalty program.

Skills and Competencies to Have

Excellent customer service skills
Knowledge of automotive brands, models, and features
Ability to explain complex technical information in a simple and understandable way
Excellent communication and negotiation skills
Ability to build rapport with customers quickly
Persuasive sales techniques
Proficiency in computer software related to sales and inventory management
A strong understanding of dealership processes and procedures
Ability to work well under pressure and meet deadlines
Ability to work independently and as part of a team

The ability to communicate effectively is one of the most important skills for an automotive sales consultant to have. Sales consultants need to be able to articulate their value proposition to potential customers, while also being able to listen to their needs and wants. The ability to establish trust and build relationships with potential customers is key to success in automotive sales.

The more confident a sales consultant is in their communication, the better their chances of making a sale. Furthermore, having a good understanding of the industry, the different types of vehicles, and the features of each vehicle is also essential for a successful automotive sales consultant. With all of these skills in combination, a sales consultant can be better equipped to provide helpful advice and make an informed decision for their customers.

Automotive Performance Technician, Automotive Body Repair Technician, and Automotive Technician Trainee are related jobs you may like.

Frequent Interview Questions

Tell me about your experience in the automotive industry.
How do you handle customer objections?
What strategies do you use to close sales?
How do you stay up to date on changing trends in the automotive industry?
Describe a time when you successfully overcame an obstacle in a client meeting.
What would you do if a customer refuses to purchase a vehicle?
How do you manage competing interests among customers?
How do you handle difficult conversations with customers?
What techniques do you use to build customer relationships?
What do you think are the most important qualities of a successful automotive sales consultant?

Common Tools in Industry

CRM Software. A customer relationship management (CRM) software to manage customer data, sales leads, and automates customer service processes. (eg: Salesforce)
Automotive Financing Software. Software to help customers with financing decisions for their vehicle purchase. (eg: CreditKarma Auto)
Automotive Research Software. Software to research vehicle information, such as pricing, reviews, and safety ratings. (eg: Edmunds)
Automotive Inventory Management Software. Software to manage inventory levels, pricing, and ordering of vehicles in stock. (eg: Autosoft DMS)
Lead Management Software. Software to manage customer leads generated from online and offline sources. (eg: HubSpot CRM)

Professional Organizations to Know

Automotive Service Association (ASA)
National Automobile Dealers Association (NADA)
Automotive Aftermarket Industry Association (AAIA)
Specialty Equipment Market Association (SEMA)
Automotive Retailers Association (ARA)
International Automotive Technicians Network (iATN)
Automotive Management Institute (AMI)
Alliance of Automotive Service Providers (AASP)
National Federation of Independent Businesses (NFIB)
American International Automobile Dealers Association (AIADA)

Common Important Terms

Automotive Financing. Refers to the process of obtaining financing for the purchase of a vehicle. This often includes loans, leases, and other forms of funding.
Trade-In. The process of trading in an old vehicle in exchange for a new vehicle or a credit towards the purchase price of a new vehicle.
Manufacturer's Suggested Retail Price (MSRP). The manufacturer's suggested price for a new vehicle, which is the base price before any additional fees or taxes are added.
Vehicle History Report. A report detailing the history of a vehicle, including title and registration information, odometer readings, accident reports, and any recalls or service bulletins associated with the vehicle.
Add-Ons. Additional products or services that can be purchased in addition to a vehicle, such as extended warranties, rustproofing, and paint protection.
Test Drive. A test drive allows potential customers to get a feel for a vehicle before making a purchase.
Negotiation. The process of discussing and coming to an agreement on the terms of a sale, such as the price, terms of payment, and add-ons.
Closing the Sale. The final step in the sales process, where the customer and salesperson agree on the terms and sign any necessary paperwork to complete the sale.

Frequently Asked Questions

What is an Automotive Sales Consultant?

An Automotive Sales Consultant is a professional who assists car buyers in selecting and purchasing a vehicle, typically at a car dealership. They are responsible for providing information about the vehicle's features, helping customers complete paperwork, and negotiating final sales prices.

What qualifications are needed to become an Automotive Sales Consultant?

To become an Automotive Sales Consultant, a high school diploma is typically required. Other qualifications may include customer service experience, knowledge of automotive industry, and sales experience.

What is the average salary of an Automotive Sales Consultant?

A:The average salary of an Automotive Sales Consultant varies depending on location and experience. According to Glassdoor, the national average salary for an Automotive Sales Consultant is $43,664 per year.

What are some common duties of an Automotive Sales Consultant?

Common duties of an Automotive Sales Consultant include working with customers to identify their needs and wants, providing information about vehicles and their features, test driving cars, negotiating sales prices, and completing paperwork.

How does an Automotive Sales Consultant help customers?

An Automotive Sales Consultant helps customers by providing information about vehicles and their features, test driving cars, helping customers select the best vehicle for their needs, negotiating favorable sales prices, and completing paperwork.