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Opinions differ on the best way to close an auto sale.  Is the sale closed in the first five minutes? Must you counter all thee buyer’s objections?  Do you need to avoid the stall and force a decision now? Or should you try to decide who is really making the buying decision. All of these strategies and more can play a part in closing the sale. Let’s take a closer look at some auto sales training on how to close the sales.

Lots of books exist on how to sell cars and car salesman training. However, selling a car is very much like selling anything else.  Some of the same basic principles apply. Deciding who is really doing the buying is an important part of automotive sales management. For example, if a couple comes in to look at cars, you must decide who is making the buying decision. Otherwise, you will be playing to the wrong audience.

A good rule of thumb for car salesmen is to begin with a statement the customer can agree with. Never greet a customer with a question to which heall probably answer negatively. Something along the lines of aNice color, isnat it?a is a great way to strike up a rapport with the customer. It wonat close the sale on the spot, but it will make the customer more relaxed and comfortable to be with you.

Once you and the buyer have established some rapport, it is time to find out what the customer is looking for in a car. Narrowing the field is an important part of automotive sales management. It won’t do any good to tout the virtues of a sports car if the customer is married with two toddler children. In addition to just asking, also observe the customer’s body language. It will offer lots of clues to what he really wants.

Be sure you are well informed.  Buyers do raise objections in all types of sales and it is an important part of the car salesman’s job to counter them. Many customers are misinformed about simple things like gas mileage and safety. Do your homework.

Another important part of sales training is to give customers an attractive price on a car that is good that day only. Make them feel that the price you quote will be gone tomorrow. It is only good if they act now. You donat want to let them leave your dealership and visit the competition. The competition shouldnat get credit for selling them a car, you should.

To effectively close sales, itas always best to do it during the first visit. Letting the customer go is a gamble. He may not return, and if he does heas likely visited other dealers, gathered more information (and objections), and thought of all kinds of new concerns that you need to deal with. High-selling salesmen get the ball rolling on a sale, or at least make the customer feel that it has, as early as possible. Examples are asking to see his trade-in or check out his credit.

Auto sales training on how to close the sales is extremely important. Don’t be the buyer of your customer’s excuses. Instead, greet the customer effectively, decide who is buying, use good automotive sales management, be well informed, ease the process along, make a one-day deal your customer can’t refuse, and use your auto sales traning on how to close the sales.

Atten: Car salespeople. Get your free 5 part mini e-course on car sales training. It’s a must read for car salesman and women in the car business to help you sell more vehicles.