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A majority of people that come to you for their automotive sales needs are looking to buy a car the day they step foot on your lot.  This means that you are not going to have long to build a good working relationship with your customer but it’s vitally important nonetheless.  Being a used car salesman or new car sales person does not matter because you will still be trying to accomplish the same end result: Selling a car.  People who are coming to buy a car are not so much looking for the right car as they are the right car sales person to sell it to them.  When people trust who they are buying from it will increase your chances of closing a deal more times than not.

Car Sales Person Training: Knowing the Customer

Knowing how to connect with customers is a key element in being a successful sales person.  You are in a situation that sees a customer spending thousands of dollars on a reliable source of transportation from someone they barely know.  You will need to turn the tables and think about what you would need to trust this scenario in the hands of someone that you hardly know and is trying to sell you something.  Putting yourself in the customer’s shoes can help you answer questions before they are even asked and this can make people feel at ease because it shows you care about the best interests of the customer.  This will lead to a sense of comfort with you as a sales person and can lead to more people buying from you.

Relationship Building: Where to Start and Where to go

Understanding the things to ask and the small talk to avoid is going to be the first step in gaining information from your customer.  Finding out the right details such as; who will be driving the car, when it will be driven most, and for what purposes can give you insight as to where you can guide them and what options to present.  This will help you as a sales person to pin point what is going to be best and what they are looking for, even if they don’t.  Figuring out just what your customer is looking for will be the hard part but once you have conquered that you can indicate just what you think you would be best for their needs and situation.  This will open the door for the customer to see that you care about not just getting them in a car, but the right car.

You Know What the Customer Wants, Now Close the Deal

Following the proper steps in building customer rapport is going to pay off once you get to the point of possibly closing the deal.  Since you have figured out just what they are looking for and you have the means to match them up to a perfect car in your stock all you will have to do is maintain a certain level of courteousness and professionalism.  This means that you will want to look the customer in the eye as much as possible and always include everyone that is there to purchase the vehicle in the conversation.  Don’t exclude other people in the customer group.  Always keep your speech pleasant and upbeat.  You will also want to explain everything up front and answer any questions they might have or be willing to do some research to find out things you might not know.

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 car business.