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You have made it past the introductions, developed a rapport with the customer, and narrowed the search down to one car. Now you have to complete the presentation of the car in a way that will make your customer buy. Developing a sure fire presentation can be difficult. However, with the help of the following strategies you can make money selling cars.

Automotive Sales Training Strategy 1: Taking the Test Drive Once it is time to check out the car you have to go for a test drive. You should drive the vehicle first, giving the customer time to look around the vehicle and take in the features. As you are driving you will want talk about features of the vehicle that can benefit your customer. Be certain that you are good at driving and talking at the same time, you don’t want to scare your customer. Most people try the technique with friends or family before testing it out on a customer. You will also want to choose a quiet avenue for testing out the car. Then you won’t have to worry about navigating through traffic as you talk and drive.

Car Sales Training Tip 2: Making the Swap You will want to swap drivers at an open spot where you can spend a few minutes examining the car. Walking around the car at the lot can be very distracting. You may have other salesmen trying to show the car, customers with kids walking by providing a distraction, or phone calls that have to be taken. By choosing a quiet open location for the examination your customer can look under the hood, check out the trunk, or look underneath without distraction. On the way back to the car lot you should be quiet and let the customer enjoy driving the car. When you are a short way from the lot you can work on finalizing the deal with your closing phrases.

Auto Sales Training Step Three: Show off what you learned from Auto Dealership Training This step is most often skipped by car salesmen as part of their car salesman strategies. However, it is one of the most important steps. After all, your customer is making the second largest purchase in their budget. They are investing in a vehicle, service department, and someone who can help if something goes wrong. Make your customer feel like they are a part of the family, not just another customer buying a car.

Auto Sales training Step Four: Provide Proof Before you start discussing price or monthly payments you should provide your Proof Book. This book provides proof that the vehicle is exactly what your customer needs and that your dealership is where they should buy it. Include things like automotive reviews, customer satisfaction surveys, and newspaper clippings detailing the charity work your company does.

If you follow these four simple steps you can go from hello to sign on the line in a very quick manner.

Atten: Car salespeople. Mak has many more tips and strategies. Receive 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.