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When you become a car salesman you are taught a lot of things like how to determine what your commission is, what the bottom line on a car is or even how much you can reduce a car. Few automotive sales training techniques teach you how to control the sale to get the outcome you want. There are four simple steps you should follow in order to make this happen; Introduction, presentation, relationship and closing the sale.

Car Sales Training Tip #1: The Introduction

You want your customer to view you as a friendly face they can rely on, so you must begin by introducing yourself to the customer and make a connection. Discover things you may have in common and chit-chat a little to make them feel at ease. During the chatting, try to determine what the car will be used for and what they are looking for that would make life easier for them. Build a quick relationship with them and then begin nudging them towards the car you think they may like.

Automotive Sales Training Tip #2: Demonstrating the Features

Some salesmen think that features are not important in a car. This is not true, the customer finds the features valuable selling points in the process. The more features you can demonstrate to them, the more they will like the car. If the car has special features, be sure to show them off and demonstrate them a couple of times for good measure. Who knows, you might just impress them with the car enough that they will want to sign right then.

Automotive Sales Training Tip #3: Let them get to know the Staff

Automotive sales training has discovered that when a customer becomes comfortable with the staff at a lot, they are more likely to buy from you. Show them around the lot and let them see how the lot is run and get to know some of the staff. Joking with some of the staff lets the customer know you are human and won’t bite them. Let them see that the staff is dependable and are good, hard working people just like the customer.

Automotive Sales Training Tip #4: Sign the Contract
If you have done your job well like your automotive sales training taught you, you should have an easy job closing the sale. Everyone has objections but it is your job to overcome them and work out a deal they can’t refuse. Remove them to a quiet location and remain with them so they don’t have time to think about reasons they can’t buy from you.

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.