Auto Sales Training: Strategies and Tips for Auto Salespersons
Customers want to buy, if they enter your lot. You want them to buy from you, and this is your main goal. With this in mind, with 8 out of 10 customers wanting to buy that day, you only have one chance to make the sale. Here are a few strategies and tips to help you close the deal.
Tip #1 Rapport Building rapport with your customers is the number one step in getting the sale. There has never been a salesperson that got a sale by saying nothing to a customer. Standing around talking to other salespersons will not get the attention of the customer, or improve their ideas about you. Your first impression has to be a good one for them to trust you. Ask questions about their family life, who is going to get the vehicle, what type of work do they do? These will help guide you to a price range and vehicle, as well as color if you only ask.
Tip #2 Know Your Stuff Inventory sheets as well as manuals, commercials, magazines and hands on experience will help you to learn your inventory. If a customer asks what vehicle gets the best gas mileage, you don't want to ask another salesperson, because this makes the client lose faith in your abilities. Have the answer every time, to every question, every day. Get in the vehicles and learn the options, and know how to use them. When you are demonstrating these to the client later in your walk around, you don't want to fumble or appear unknowing.
Tip #3 Secrets of the Car Salesman More experienced salesmen at your company may try to give you helpful hints and strategies to use. But remember that you have to find your own way of communicating and creating an inviting atmosphere for your client. This is your paycheck, and you have to be comfortable earning it. Remember to guide the conversation towards the sale, and do not ignore concerns or questions the customer brings up. This will make them feel unimportant, and they will walk away to find another salesman or leave completely.
Tip #4 Customer Satisfaction When you are closing the sale, your client will probably offer objections. From the talking it over with the spouse, to the price being unaffordable, you will hear it all. If the spouse needs to be spoken to, offer your office phone to be of use so that the client feels comfortable that you understand their concerns. If the price is too high, offer to show the client more affordable vehicles with fewer options that still meet their needs. There is no objection you can't deal with, if you have been paying attention to their wants and needs. - 21393
Tip #1 Rapport Building rapport with your customers is the number one step in getting the sale. There has never been a salesperson that got a sale by saying nothing to a customer. Standing around talking to other salespersons will not get the attention of the customer, or improve their ideas about you. Your first impression has to be a good one for them to trust you. Ask questions about their family life, who is going to get the vehicle, what type of work do they do? These will help guide you to a price range and vehicle, as well as color if you only ask.
Tip #2 Know Your Stuff Inventory sheets as well as manuals, commercials, magazines and hands on experience will help you to learn your inventory. If a customer asks what vehicle gets the best gas mileage, you don't want to ask another salesperson, because this makes the client lose faith in your abilities. Have the answer every time, to every question, every day. Get in the vehicles and learn the options, and know how to use them. When you are demonstrating these to the client later in your walk around, you don't want to fumble or appear unknowing.
Tip #3 Secrets of the Car Salesman More experienced salesmen at your company may try to give you helpful hints and strategies to use. But remember that you have to find your own way of communicating and creating an inviting atmosphere for your client. This is your paycheck, and you have to be comfortable earning it. Remember to guide the conversation towards the sale, and do not ignore concerns or questions the customer brings up. This will make them feel unimportant, and they will walk away to find another salesman or leave completely.
Tip #4 Customer Satisfaction When you are closing the sale, your client will probably offer objections. From the talking it over with the spouse, to the price being unaffordable, you will hear it all. If the spouse needs to be spoken to, offer your office phone to be of use so that the client feels comfortable that you understand their concerns. If the price is too high, offer to show the client more affordable vehicles with fewer options that still meet their needs. There is no objection you can't deal with, if you have been paying attention to their wants and needs. - 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 profit more from car business.
posted by X - Men @ 3:13 AM
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