Free Auto Sales Training Gift

80% of customers recently surveyed said the sales person they worked with did little to control the sale. Most felt that the car salesman was just winging it and did not seem to have a preconceived idea as to how the sale should go. Learning how to control the sale and guide your customers effectively through the process is very important. If you haven’t designed an A to Z plan for closing the sale it is time to get it done.

Car Sales Training Step 1: Introduce Yourself

The first step of the sale is going from stranger to someone your customer can trust and believe in. You have to introduce yourself and make a connection with your client. Find things you have in common and discover why they are in need of a new car. Discovering the small details of what the car is used for and how it can make their life easier is the most important part. Once you know how a car can benefit the customer you can guide them to the right car.

Car Sales Training Step 2: Presentation is important

Most people who buy a new car say that the salesman didn’t properly demonstrate the vehicle or go over the features. As a car salesman, this is very important. If your customer drives off the lot and has no idea where the windshield wiper control is you haven’t done your job. A salesman’s job is to demonstrate the product and show explain to the customer how the product works. We often forget this part of the job thinking that everyone who drives knows what to look for in a car. However, showing off the special interior lighting system could make the sale.

Car Sales Training Step 3: Introductions are important

When a customer wants to buy a new car they are investing in a dealership they can rely on and trust. Going for a short walk around the dealership can help to set their mind at ease. Introduce the customer to your friendly staff members and show off your dependable service department. Let the customer know that everyone is willing to help if they have any problems.

Car Sales Training Step 4: How to Close the Sale

If you have done your job correctly the closing should be the easiest part of the sale. Every customer will have questions and objections, but if you have taken the time to listen and understand you will have no problem overcoming them. The closing should take place in a quiet room where you and the client can discuss the final details without distraction. Make sure you stay with the client during this process. Leaving the clients alone in the room provides the opportunity for them to find a reason to say no. Instead you need to stay with the client and help them through the process until the logically thing to do is sign on the dotted line.

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.