Career Development

What Does an Automotive Sales Consultant Do?

Find out what an automotive sales consultant does, how to get this job, and what it takes to succeed as an automotive sales consultant.

Automotive sales consultants are the face of a dealership. They interact with customers on a daily basis, helping them find the right vehicle and financing options to make their purchase as smooth as possible.

Automotive sales consultants typically work on commission, so they have an incentive to sell as many cars as possible in order to earn more money. However, this doesn’t mean that they will try to push every customer into buying something they can’t afford or don’t want. In fact, good automotive sales consultants know how to read people well and understand what makes them tick.

Automotive Sales Consultant Job Duties

Automotive sales consultants typically have a wide range of responsibilities, which can include:

  • Discussing the pros and cons of various models with customers to help them choose a vehicle that best meets their needs
  • Estimating the value of used cars based on factors such as mileage, condition, and features
  • Assisting customers with the selection, purchase, and delivery of new and used vehicles
  • Preparing contracts and closing deals by explaining financing options, warranties, and other contractual terms
  • Providing customers with information about new products, services, or other automotive industry news that may be relevant to their buying decision
  • Delivering cars to customers and coordinating with insurance companies to process insurance claims after accidents
  • Negotiating prices with suppliers to get the best possible deal for the client
  • Providing support for sales managers by maintaining records of sales and customer information in an electronic database
  • Providing support for the dealership by participating in community events, such as charity fundraisers or school fairs

Automotive Sales Consultant Salary & Outlook

Automotive sales consultants are typically paid a salary, which can vary depending on their level of experience, the company size and geographic location.

  • Median Annual Salary: $76,500 ($36.78/hour)
  • Top 10% Annual Salary: $122,000 ($58.65/hour)

The employment of automotive sales consultants is expected to decline over the next decade.

Automobile dealerships are expected to continue to consolidate, which will lead to fewer but larger dealerships. As a result, some automotive sales consultants may be laid off as their employers combine sales departments or close less-profitable locations.

Automotive Sales Consultant Job Requirements

A career in automotive sales may require the following:

Education: While there are no specific education requirements for an automotive sales consultant position, many dealerships prefer candidates who have a high school diploma or GED and some post-secondary education. Taking classes in sales, marketing and business can help you prepare for a career in the automotive industry.

Training & Experience: Most automotive sales consultants learn the specific skills and knowledge they need for their role while on the job. Training may include shadowing an experienced sales consultant or learning the company’s specific computer and software programs. Training often includes a period of time working with a supervisor to ensure they are meeting the company’s sales goals.

Certifications & Licenses: While certifications are not required to become an automotive sales consultant, they can be beneficial as they can demonstrate your motivation and commitment to excellence.

Automotive Sales Consultant Skills

Automotive sales consultants need the following skills in order to be successful:

Technical knowledge: Automotive sales consultants should have a basic understanding of the components of a vehicle, including the engine, transmission, fuel system and other major parts. This knowledge can help you explain the features of a vehicle to a customer and answer their questions. You can also use your technical knowledge to help customers choose the right vehicle for their needs.

Communication skills: Communication skills are essential in sales because they allow you to interact with customers and explain product features and benefits. You can also use communication skills to build rapport with customers and answer their questions. Strong communication skills can help you develop a trusting relationship with customers, which can lead to more sales.

Product knowledge: Automotive sales consultants should have extensive product knowledge about the vehicles they sell. This allows them to answer customer questions and address concerns about the vehicle’s features and functionality. Product knowledge can also help you identify customer needs and recommend the right vehicle for them.

Customer service: Customer service is the ability to understand and meet the needs of customers. As an automotive sales consultant, customer service is an essential skill that can help you build trust with customers, increase sales and improve your overall job performance. Customer service skills can include empathy, patience and active listening.

Problem-solving: Automotive sales consultants often work with customers who have varying needs and expectations. For example, some customers may be looking for a new car while others may be looking to upgrade their current vehicle. Some customers may be looking for a specific feature while others may be looking for a general overview of the available options. As an automotive sales consultant, it’s important to be able to identify customer needs and then find solutions that meet those needs.

Automotive Sales Consultant Work Environment

Automotive sales consultants work in dealerships selling new and used cars. They work closely with customers to identify their needs and match them with the right car. They also negotiate prices and close sales. Automotive sales consultants typically work 40 hours per week, but may work longer hours to meet sales goals. The work can be stressful, as sales consultants are under pressure to meet quotas. However, most consultants find the work to be exciting and enjoy the challenge of meeting and exceeding sales goals.

Automotive Sales Consultant Trends

Here are three trends influencing how automotive sales consultants work. Automotive sales consultants will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Growth of the Internet as a Sales Channel

The internet has become an increasingly important sales channel for automotive dealerships, as it allows them to reach a wider audience and close more deals.

As more customers turn to the internet to research cars and make purchases, automotive sales consultants will need to be well-versed in online marketing strategies and tactics. This includes developing a strong presence on social media platforms, creating quality content, and using search engine optimization (SEO) to get found by potential customers.

More Focus on Customer Experience

The automotive industry is shifting its focus towards customer experience, which means that sales consultants will need to be experts in customer service.

Sales consultants who are able to create a positive customer experience will be more successful in the long run, as they will be able to retain customers and generate repeat business. In order to do this, sales consultants will need to be familiar with all aspects of the dealership, including financing, parts, and service. They will also need to be able to communicate effectively with customers and understand their needs.

Automotive Dealerships Become More Like Retail Stores

As automotive dealerships become more like retail stores, sales consultants will need to adapt their skills to meet the demands of the market.

Sales consultants will need to be able to sell not only vehicles, but also accessories and services. They will also need to be able to work with customers to find the best deal for their needs, rather than just pushing the most expensive products. Additionally, sales consultants will need to be able to manage their time effectively in order to meet the demands of multiple customers at once.

How to Become an Automotive Sales Consultant

An automotive sales consultant career can be a great way to get your foot in the door of the automotive industry. As an automotive sales consultant, you’ll have the opportunity to learn about different makes and models of cars, as well as the latest technologies that are available in today’s vehicles. You’ll also gain experience in customer service, which is essential for any successful salesperson.

To become an automotive sales consultant, it’s important to have a strong knowledge of the products you’re selling. This means having a good understanding of the features and benefits of each car model, as well as its competitive advantages against other models on the market. It’s also important to be able to answer customers’ questions about the cars they’re interested in buying.

Related: How to Write an Automotive Sales Consultant Resume

Advancement Prospects

The best way to advance in this career is to gain more experience and knowledge. After working as an automotive sales consultant for a few years, you may be promoted to a sales manager position. In this role, you will be responsible for supervising a team of sales consultants and ensuring that they meet their sales targets. You may also be responsible for training new sales consultants.

If you have a strong interest in the automotive industry, you may also choose to move into a position such as an automotive marketing manager or an automotive product manager. These positions will require you to have a deep understanding of the automotive industry and the latest trends.

Automotive Sales Consultant Job Description Example

At [CompanyX], we’re passionate about helping our customers find the perfect car for their needs. We’re looking for an automotive sales consultant to join our team and share in that passion. The ideal candidate will have a strong knowledge of the automotive industry, as well as experience working with customers to identify their needs and match them with the right product. He or she will be a skilled negotiator with the ability to close deals while maintaining a high level of customer satisfaction. If you’re looking for an opportunity to join a team of passionate automotive professionals, we want to hear from you.

Duties & Responsibilities

  • Greet customers in a friendly and professional manner
  • Understand customer needs and requirements
  • Assist customers in selecting a vehicle that meets their needs
  • Test drive vehicles with customers
  • Negotiate pricing and close sales
  • Follow up with customers after the sale
  • Maintain knowledge of current promotions, policies, financing options, etc.
  • Attend training sessions as needed
  • Keep abreast of new products and features
  • Build and maintain positive relationships with co-workers and customers
  • Adhere to all company policies and procedures
  • Other duties as assigned

Required Skills and Qualifications

  • Proven sales experience, preferably in automotive sales
  • Excellent communication, negotiation, and customer service skills
  • Strong organizational and time management skills
  • Ability to work well under pressure and meet deadlines
  • High school diploma or equivalent
  • Valid driver’s license

Preferred Skills and Qualifications

  • Bachelor’s degree
  • Automotive industry experience
  • Familiarity with CRM software
  • Product knowledge certification
  • Multilingual

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