Auto Sales Training - How to Close the Deal

By Mak Habib

Customers who are looking to buy a new car have only five things holding them back. Any good salesman will tell you that the customer wants to be convinced to purchase from you and that is why they came to your lot. The right car, features, price, place and time must be perfect for them before they will purchase and if they did not think it was right for all of those things, they would not be there in the first place. So as a salesman, you must convince them that everything is just right for them to make their purchase.

They are Buying the Right Car Once a customer has picked out a car, they will usually linger around it opening doors and looking underneath it. This is your cue to reassure them that they have chosen the right car for their needs. Everyone wants to be reassured they are making the right purchase. There are some who will switch cars thinking they would rather have one with more or less features. Your job is to reassure them that "this" is the right car for them.

Car Sales Training may Leave you to Think Features are Unimportant Features are very important to customers. They want to know they are getting their money's worth and in many cases, the more features the better bargain they feel they are getting. You must convince them that they need the features this car has and that for the price they are getting a real bargain. Reassure them that they could not live without these features.

Having Pride in your Dealership Builds Confidence Along with selling the car and its features, you are also selling your dealership to the customer. Customers have to feel like they can trust a dealership before they buy from them. This is where you convince them that they have come to the right place to buy their car because you have excellent customer service and excellent mechanics that are more than qualified to do the needed upkeep on their car.

Automotive Sales Training Teaches you the Price is Right Most people enter a car lot knowing how much they want to spend and head straight for the cars in their price range. This makes your job easier because they already know what to expect when it comes to price. If they have confidence in the dealership, they will not even consider the price being a problem, after all they came to you.

Is the Time Right for Their Purchase In the economic downturn, many people are concerned this may not be a good time to make a major purchase. You must convince them that it is the perfect time that interest rates are low, prices are low and create an urgency that makes them act on that purchase. - 21393

About the Author:

Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the automotive business.