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The process of investigating may seem like a tedious one, but it is a necessary one. You will use the information you learn through investigating to make your presentation easier and build confidence. It can be key to closing a sale. Learn good investigating skills like watching, listening and questioning and learn how to appropriately use the information to increase your sales.

Car Salesmen Tip One: Build a Relationship The first step in any investigation is building a relationship with your customer. This is as simple as having a brief chat before you start your sales pitch. Their lifestyle, work, hobbies and other interest will all have an impact on their decision to buy a car and what car they buy. Try to find a shared interest or hobby and build on it. If you and your client both have young children, talk about that. Perhaps he is an avid fisherman; draw him out by asking about recent trips. Avoid potential conflicts by not discussing any taboo topic like politics or religion. Topics such as those are a sure way to derail the conversation. You don’t have to spend a lot of time getting to know your customer, just make sure you gain enough insight into their personality and life to make the sale easier.

Auto Sales Training Tip Two: Why Investigate This is simple too. You investigate for four main reasons. Your Presentation will be much easier. A proper investigation will make your presentation easier because you will be informed about their wants and needs. The more you investigate, the more insight you will gain into your customer and you can parlay that insight into additional confidence in you are much more likely to make a sale if you have done a proper investigation.

Car Sales Training Tip Three: The How To’s This couldn’t be easier, because all a good investigation really takes is a little bit of observation. Watch your customer as they walk the lot. What cars are they looking at? What features? Listen to your customer when they talk. Do they have a large family? Is their commute to work long? Take all this information and file it away for future use. When it comes time to sell, you will have a plethora of information to aid you. Don’t forget to keep control of the sale.

Taking the time to do a proper investigation will have a positive impact on your bottom line. Build a relationship, watch, listen and parlay these things into a closed deal.

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.