Here's some car salesman training for you to think about: the next time you go into a store to purchase something as a customer, think about how the salesperson is working for you and then think about how you would like to be treated by that person. You want to be treated like an individual by someone who is knowledgeable about their product and who can make the right recommendations based on your needs and not one what they want to sell you to meet their needs.
You know you would want to be treated so you should ask yourself, 'Am I selling them this car based on their perspective as a customer?' If you answer no to that question, then you need to refocus your selling strategy so that you can truly understand what the customer is looking for in service. Once you work out the right approach, closing the sale is as easy as pie.
How?
Here are the four steps that you should consider when selling a car to a customer. They are very basic and apply to every sales situation in the world.
Step 1: The relationship between the salesperson and the customer must be established.
This is not optional. You must build up a rapport with your customer before you can sell them a vehicle. If the relationship is a strong one with trust developed through conversation, then you will sell them the car that they need and want and not one that will not meet their needs.
Step 2: Look at the sales possibilities.
As an auto salesperson, you have to determine whether or not there is even a possibility of the customer understanding enough about the automotive business to make a decision to proceed with the sale. Can you adequately help them understand how the sales process works? Can you help them get into the vehicle they want? Are you listening to their needs? If you're not listening, they are going to go somewhere else.
Step 3: Determine if this is a good opportunity.
When you put yourself into the customer's shoes and look at the sales agreement and commitment you need to determine if this is a good buying opportunity. Price is a major factor in whether or not the customer will ultimately buy from you so engaging them in conversation about how they are feeling about the sale is a good way to easing any worried they may have and allow you to show them how this purchase will beneficial to them at that point in time.
Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you'll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you're their final answer.
You know you would want to be treated so you should ask yourself, 'Am I selling them this car based on their perspective as a customer?' If you answer no to that question, then you need to refocus your selling strategy so that you can truly understand what the customer is looking for in service. Once you work out the right approach, closing the sale is as easy as pie.
How?
Here are the four steps that you should consider when selling a car to a customer. They are very basic and apply to every sales situation in the world.
Step 1: The relationship between the salesperson and the customer must be established.
This is not optional. You must build up a rapport with your customer before you can sell them a vehicle. If the relationship is a strong one with trust developed through conversation, then you will sell them the car that they need and want and not one that will not meet their needs.
Step 2: Look at the sales possibilities.
As an auto salesperson, you have to determine whether or not there is even a possibility of the customer understanding enough about the automotive business to make a decision to proceed with the sale. Can you adequately help them understand how the sales process works? Can you help them get into the vehicle they want? Are you listening to their needs? If you're not listening, they are going to go somewhere else.
Step 3: Determine if this is a good opportunity.
When you put yourself into the customer's shoes and look at the sales agreement and commitment you need to determine if this is a good buying opportunity. Price is a major factor in whether or not the customer will ultimately buy from you so engaging them in conversation about how they are feeling about the sale is a good way to easing any worried they may have and allow you to show them how this purchase will beneficial to them at that point in time.
Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you'll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you're their final answer.
About the Author:
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.
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