When you become a car salesman you are taught a lot of things like how to determine what your commission is, what the bottom line on a car is or even how much you can reduce a car. Few automotive sales training techniques teach you how to control the sale to get the outcome you want. There are four simple steps you should follow in order to make this happen; Introduction, presentation, relationship and closing the sale.
Car Sales Training Tip #1: The Introduction
You want your customer to view you as a friendly face they can rely on, so you must begin by introducing yourself to the customer and make a connection. Discover things you may have in common and chit-chat a little to make them feel at ease. During the chatting, try to determine what the car will be used for and what they are looking for that would make life easier for them. Build a quick relationship with them and then begin nudging them towards the car you think they may like.
Car Sales Training Tip #2: Present the Car
Presenting the car is very important. Many people leave the lot without ever buying because the car was not properly demonstrated to them. If your customer does purchase from you, don’t you want him to know where the headlight control is or the windshield wipers are? Demonstrate the features of the car and make sure they know where each feature is located and how to use it. Showing off a special feature is even better because they will feel like they are getting what they pay for.
Car Sales Training Tip #3: Introduce them to the Dealership
If you are not working for yourself, then you work for a dealership whether it is a new car dealership or a used car dealership. Salesmen have found that if a customer becomes familiar with the dealership and its employees, they feel more at ease and are more likely to buy. This also builds trust in the customer who may otherwise distrust all salesmen. Walk around the lot with them and introduce them to the staff. Let them see how dependable the staff here are.
Car Sales Training Tip #4: Closing the Deal
The closing should be the easiest part of your job. Doing everything else right will ease the customers mind telling them that they have chosen the right place to buy from and give them a sense of empowerment. All customers have objections. It may be that the price is a little higher than they had anticipated. But if you listen, you can overcome their objections and get them into the office. The closing should be done in a quiet place where you can remain with them at all times. Leaving them alone gives them time to think and find excuses not to buy.