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Every customer has five basic questions they are thinking about buying a new car. As a car salesman it is imperative that you understand these questions, and know the answers before making your sales presentation. These questions are not usually asked out loud but you must cover them as part of your presentation and ensure that each answer is “Yes!” Understanding how important these questions are, and how you can work them into your presentation, will help you close many more sales.

Automotive Sales Training Issue 1: Which Car Has All the Features I am Looking for? Every person that steps on the car lot can tell you one specific feature that they want in a new car. Features such as electric windows and locks or heat and air are old news. Customers today are looking for features that make their life better. Discovering whether the customer is more concerned about leather heated seats or a rear seat entertainment sytem will help you find the best car to make a sale.

Car Sales Training Inquiry 2: Is this car model the one I want? The majority of customers have a specific model in mind before stepping on the lot. Most of the time, this model will have one specific thing the customer is concerned with. If you carry that specific model then you are sure to close the deal. However, if the model isn’t available or it costs too much for the customer’s budget you need a backup plan. Make sure you understand which benefit the customer is looking for and you will make the sale.

Automobile Sales Training Question 3: Should I buy my new car from this dealership? There are probably a dozen or so car lots within fifty miles of your dealership. You customer has plenty of choices. When they step on your lot to look around you get one chance to prove the benefits of buying from you. Make sure they feel welcome and attended to. Show the benefits of your car lot, such as a professional service department.

Car Sales Training Inquiry 4: Is the price right for the vehicle? If you want the client to feel comfortable with the price, you have to make sure they are happy with the benefits it offers. In most cases price won’t be an issue if the car provides benefits that enhance the buyer’s life. Go over these benefits throughout the sales pitch and reiterate them when closing the sale..

Automotive Sale Training Issue 5: Should I purchase a new vehicle today or wait to find a better deal? Everyone is in search of the best deal. If the customer thinks they might wait a few days and find a better deal you are never going to close the sale. Instead you must make statements throughout your pitch that assure the customer that today is the best day to buy. Find points that prove today is the best time. Maybe you only have one model they want left in stock, or a special sale will end tomorrow. Whatever the reason you find, make it credible. The customer isn’t going to buy today just because you say so.

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.