Automotive sales training teaches you how to do a lot of the ordinary things like point out a car's features, controlling the conversation with a shopper and bargaining with the customer. A good used car salesman uses more than this to make the sale, they also use personality, wit and able to associate yourself with the customer. This is not a car salesman trick it is what the salesman is made of. You must be able to develop a relationship with a shopper in order to make them trust you and feel as if you are giving them the best deal they can get.
How to Sell Cars by Introducing Yourself
When you see a shopper lingering around one car for more than just a few minutes, it is time to begin building your relationship with them. It is important to introduce yourself and get the shopper to introduce their self along with everyone in their party. Use a firm handshake to show you are honest and shake their hand. Leaving out a spouse or other parties that are with the shopper could be a deal breaker.
Presentation Tips for the Car Salesman
As a car salesman, you should know your product well and be able to present it and yourself to the shopper. You must get your shopper to direct his attention to the car he has chosen and be able to get them to focus on the specifics of it. Demonstrate the features of the car such as power seats, power windows, trunk release inside and any other feature that is a good selling point for the car. You should allow your shopper to ask questions and if needed demonstrate the feature again. The features of a car will almost sell themselves if they are demonstrated correctly.
Tips for the Car Salesman to Make the Deal
Begin presenting your deal to the shopper by asking them questions like how much they want for their trade in, how much they expect to pay in payments and how much they are willing to put as a down payment. Letting them walk away to think about the deal can lose you the sale. Begin to bargain with them and if necessary, involve your manager. Ask them something to the effect that if you can get your manager to give them a better deal, would they buy the car today. It may require some back and forth bargaining, but if it gets them to sign on the dotted line then you fulfilled your goal.
Car Salesman Training Requires you to Complete the Sale
After bargaining with your customer you must get them inside the office to close the deal. This means sitting down with them, going over the contract and all of its conditions including the payments, interest, taxes, license and trade value. You must make certain that the customer understands all of the conditions and agrees to them usually by initialing each section. Mark each place they are to sign in and hand the pen and the contract to the customer for them to sign.
Autor:
Mak Nawab Mak Nawab
Level Basic PLUS
Mak Nawab, the President of the Nawab Learning Group, Inc. has started in the car industry at the young age of 17 as a salesperson..... ..
My name is Mak and I specialize in training automotive sales consultants to get to the next level in their selling career. I mainly focus on automotive salespeople because I feel they are the most involved people in the selling process of a vehicle. I don't want to go into writing a book about my life but let me give you a brief description.
I started selling cars at the fresh age of 18. I have been through pretty much all the stages of a dealership from sales, F&I and management. But what I enjoyed most was sales. I have been through tons of sales training boot camps, completed many courses and spent countless hours of time studying the art of automotive sales. After many years of research and development, I have figured out pretty much what strategies works and what doesn't in this business. If you want a free e-book on automotive sales, check out my website at http://www.NawabLearningGroup.com/
Added: June 12, 2009
Source:
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