On the latest episode of Straight to the Point, host Frank J. Lopes is joined by automotive sales training expert Damian Boudreaux. Boudreaux is the founder of the Auto Training Academy and has trained automotive sales leaders across the world. He is also the sales coach of automotive sales record holder Ali Reda.
Lopes gets straight to the point by asking Boudreaux if anyone can become a high-performing salesperson like Ali Reda. Boudreaux says that every salesperson has the ability to achieve high-level sales. Boudreaux’s training focuses on taking the next step to move closer to their goals.
Boudreaux then dives into the 3 aspects of becoming a high-performance salesperson. The first step is for salespeople to understand how they do their business. Some prefer to focus on transactions and how to close as many deals as possible, while others focus on the relational aspect of sales in which salespeople connect with customers to build their sales opportunities through personal experiences.
Next, a salesperson must understand who they are at their best. This is often reliant on energy levels and interactions with others. Boudreaux says that consistency needs to play a huge role in how sales professionals conduct business. Sporadic tendencies lead to sporadic results.
The third and final element is an understanding of career path. Salespeople should have an evolving career path as they generate more success for themselves. Every sales associate’s career path should be driven by being more productive, more profitable, and creating a sustainable business model.
Boudreaux concludes the episode by discussing the importance of relationship selling. High-achieving salespeople have strong relationships with their customer base. They create trust with everyone they come in contact with to open new opportunities consistently. Boudreaux believes many salespeople don’t ask for referrals because they haven’t built a strong enough relationship with the customer to feel comfortable asking for the referral. Community involvement and community service play a major role in strong relationship selling.
Be sure to tune in next week for part two of Frank’s conversation with Damian Boudreaux.
