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Auto salespersons that are new to the business will benefit by setting themselves up with a sales script that allows them to present themselves as a professional who knows how to sell cars.  Each sale contains the same elements every time: greet; rapport; investigate; brief; demonstration; overcome objections; and making the sale.  It seems like a lot to do but successful auto salespersons that use a script are able to move through the sales process in an easy manner.

Script or no script that is the question

Scripting out in your head how you are going to tackle each of these very basic car salesmen steps makes your life a lot easier.  You do not trip over your tongue, you are able to handle any circumstance while maintaining your professionalism and you learn to deal with the same objections from customers that are simply worded in variations over and over again.  It’s better to have the script and present yourself like a car salesperson with class than awellnewbie to the car selling scene.

What goes in the script?

What you put in your script will depend on your particular style of selling.  Obviously the first thing should be your greeting and you are actually going to get a better result from your potential customer by introducing yourself with your name right off the bat than just saying, ‘Can I help you?’.  If you say, ‘Hi, welcome to Everyday Motors, I’m Eric and you would be’ you’ll get their name immediately with an introduction to whoever else is with your customer.

Building a rapport is a matter of engaging in a little bit of small talk.  You can use some common sense here.  If the customer has kids, ask them what they like to do.  Kids tend to be a bit shy, but they are great ice breakers can help you broach a topic with mom and dad.  For example, you ask little Timmy is he likes sports you can say you like football and root for the Pittsburgh Steelers.  You’ll find out that mom and dad are either fans or hate the team, and some good natured conversation or ribbing can then ensure before you move on to actually finding out what they need and setting them in with a new car.

Above all else, remain professional in your demeanor, polite to your customers, and upbeat about helping them.  With a good script in hand you will close the sale every time.

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Getting the sales you want as an auto salesperson takes a lot of drive and ambition, something that people occasionally lose when they get into a rut.  While you may have taken all of the best automotive training courses on the market today, you need to get into selling in order to be good at it.  Not everyone will make it to be a million dollar sales associate with the dealership they work for, but with the right drive and passion, you can be living comfortably with the commission you make.

Stop and think about how you would feel if you went to buy a car and the car salesman was less than excited about helping you.  You’d feel pretty bad, right?  You’d probably turn around and head to another auto dealership.  Acting the same way when you are attempting to sell a car will have the same results.  Even if you are having a bad day, you have to learn to present a passionate car salesperson persona every time.  Once you learn how to show your passion for selling cars, you will find that your enthusiasm will be infectious.

So how do you become passionate about selling?

Here are a few tips to help you find your inner car salesperson passion and let it shine.  After a few tries you’ll find that it is really easy to get passionate about selling cars and closing the deal every time.

Be positive. If you let a bad day get to you and you lose your enthusiasm for selling, it’s going to show.  Don’t think depressing thoughts, don’t let your personal concerns overcome you and always remember that you and only you can control what you are thinking about at any one time.  If you are upbeat and passionate about selling, you’ll be successful.

Set realistic goals. Stop and think about the goals you’d like to accomplish and jot them down on a piece of paper.  If they seem too unrealistic, simplify them.  If you set out to sell one car a day, this is a realistic goal.  Selling 10 cars a day isn’t.  Don’t allow yourself to feel like a failure if you don’t meet your goal.  You will have days where you do your best and still don’t sell a car.

Learn everything you can about selling.  Spend between 15 to 20 minutes a day learning new sales techniques by reading a magazine or participating in an automotive online sales training program.  The more you learn, the more prepared you will be to sell your cars.

Know everything you can about a potential customer and their business before you pick up the telephone and make a sales call.  If you are knowledgeable about them you can help them decide on a vehicle that will suit their needs.

Be creative and forthright without being pushy to create a lasting impression with your customer and bring them back the next time they need a new car.

Finally, have fun.  If you do not enjoy your job and do not have fun at it, you will not be a successful car salesperson.  If people see that you enjoy what you do and go that extra mile every day, they will be more willing to purchase a car from you than to simply move on to the next dealership.