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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.

Atten: Car salespeople. Mak has many more tips and techniques. 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 car business.