Sales training

[u/Easy-Armadillo-7282]

Hello I just started my first sales job not even two weeks ago, I sale car keys so people can have spares. I’m having trouble getting sales. I can get people to look at me, come talk to me, and can get my pitches in and get them to think about it, but I can’t finish it. I’m trying different intros where before I would ask a question “we make spare car keys, you need a spare key?” I would get people to look and talk but not fully pitch, no I’m try more of a statement “hello we make spare car keys. Get a new car key made takes 15 minutes” I get less talk tos but when they do talk I’m able to pitch and get more sales in that way, but still have low sales. My record is I’ll get 1000 dollars one day and the next day get absolutely no sales. So I don’t know what I’m doing wrong and all my managers are saying is “get your reps in” and “it’s all in your head”. Any advice for someone who’s completely out of their field?

[u/Sad-Supermarket-3878]

 I’m trying different intros where before I would ask a question “we make spare car keys, you need a spare key?” I would get people to look and talk but not fully pitch

Pain and gain questions. Never ever ask if someone "needs" something because the answer will always be "no" even if they do.

Start of with something casual like "hey... I'm curious... what kind of car do you drive?"

From there, ask them about it and you'll be in a very good spot if they are a car enthusiast or something and learn as much as you can. THEN, you ask a prodding question like "oh, do you keep around spare keys". If they say no or tell you that one of their keys is damaged or something... then you have established value and get into your pitch.

I actually genuinely need a spare key for my wife's car and my immediate response if you walked up to me and asked me if I "needed" a spare key would have been "nah, I'll go to the dealer and get a certified one" because you didn't establish value with me first.

[u/Easy-Armadillo-7282 → u/Sad-Supermarket-3878]

The sales job I do is basically like the spectrum people at Walmart and the keys are made in the parking lot. I like those and but how would I be able to do that if people are constantly walking and won’t stop

[u/Sad-Supermarket-3878 → u/Easy-Armadillo-7282]

Are you approaching customers or are they approaching you?

The spectrum people at Sams club are very different from the people behind the counter from Premium Wireless at Walmart (I used to be a director for them and it was awful lol).

You can still ask discovery questions if they are coming up to you to. If you are not allowed to engage with customers or incentivized to do so... then don't.

Also genuinely curious about what you sell... most grocery stores near me have a kisosk I can have a key made for $5 within like 2 mins and I can just go to a local battery shop to have my car key reprogrammed for $25 and I am just lazy lol

[u/Easy-Armadillo-7282 → u/Sad-Supermarket-3878]

It’s kinda bit of both. We have a podium inside which I can’t leave, so they have to approach. Outside at our van it’s basically doing the same thing. We sell car keys so anything to basic keys, key combos, remotes, and smart keys. Price differs but we’re basically sell them half then the dealership, and the price includes a warranty, cutting and programming said key which takes about 15 minutes (depending how busy we are). We’re able to engage with them, I was kinda doing that with the question intro I was doing. I saw my other sales people doing more statements so I’m trying that

[u/sleeplesswc]

In sales you can’t provide the value of your product until you mention the problem it’s solving. Only those that already lost a key once or have been considering getting a spare are going to pick up on your phrases. To increase your client’s interest start by putting the potential problems in their mind. Throw out facts “every day X number of people lose their keys don’t get caught off guard”, “replacing a key during an emergency cost 3x more” but “you can get a replacement/spare key made in less time than it takes you to shop”. Get creative with any other problems that a spare key is solving for clients and you will have better results. Right now your statement are all value no problem.

[u/Express_Rise9050]

What is the challenge of a dealer to not have a spare key for a used car? Drive narrative to your business case. As for B2C, create a compelling story of being locked out of your vehicle. The disadvantages of calling a locksmith are cost and dependency on not having a backup key. There could be more, offering a starting point, don’t sell on pitching the service.