Critical Sales Elements for Honda by Abante Pronnie

Pronnie Abante is a sales executive at Findlay Henderson Honda that has been working in sales for twenty-one years going on twenty-two. Pronnie said, “I got into sales and specifically with Honda because I always wanted cars and the only way to drive a lot of cars is to be in the business of selling cars.” His favorite types of cars are corvette and mustangs. Abante described that the hardest part about selling is when someone is trying to trade in someone’s car that comes from negative equity.

He said, “this becomes hard because many people cannot afford high payments” The greatest part about selling according to Abante is when you do all the steps toward selling, it works and you make the money and they like you so much that they come back whether to buy another car or they send in a referralt Abante said, “you always know you did a good job when they come back because they liked you.

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The three most critical elements to being a high performing sales person according to Abante is 1,to be professional in what you do, 2, Stay focused, not everyday you’re going to be selling a car so you need to stay focused, and 3. Always remember that you’re a sales professional whether they buy the car or not. Advice Abante has for anyone interested in going into sales is “to have the sales within yourself, being able to talk to people and do your presentation well, you have believe in yourself and in your product” he said He pointed out how important it is to always listen and be careful on the words you use with what customer you’re talking to, Abante said, “you have to be able to sell yourself,” In class we discussed the question of if a sales person should change their personality or approach based on whom they are trying to sell to, Abante from working in this industry believes that you need to be aware to who you‘re selling to.

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There are all different types of customers, at Honda they have that they call customer, Customer, and Customer (he did not disclose what exactly those customers are because they cannot give all their selling secrets away), but he described how in general some customers are young some are older and to listen so one is aware how to approach and sell to them. Besides knowing the basics of selling such as the company, the business, and the products, etc. Abante believes the most important element to selling is to “remember that you do not get what deserve, but you get what you negotiate,” he said. Also to remember what you can offer to the customer and that you’re a professional and to act like a professional at all times. Pronnie Abante was a wonderful Sales Executive to get a great perspective on sales from his wisdom and experience. He also had great insight into topics we have been discussing in class, Someone could easily see right after meeting with him why he is so good at his job.