In a recent survey of car buyers it was found that most customers felt the salesperson was just playing it by ear and had no idea how to lead them through the sales process. When you are working with a client, you should be the person in control, guiding them along every step of the way. Don’t assume that the processes will evolve naturally. You need to develop a complete process that includes every step from introducing yourself to filling out the paper work.
Automotive Sales Training Step One: Say Hello
The very first thing you have to do is introduce yourself and make a connection with the customer. Think about how you would go about meeting someone new who isn’t buying a car from you. Spend some time talking about the customer and the things they enjoy doing. If you can find out what the client uses their vehicle for and how they live their life you can provide a vehicle that compliments their lifestyle. polovni avtomobili
Car Sales Training Step 2: Presentation is important
Most people who buy a new car say that the salesman didn’t properly demonstrate the vehicle or go over the features. As a car salesman, this is very important. If your customer drives off the lot and has no idea where the windshield wiper control is you haven’t done your job. A salesman’s job is to demonstrate the product and show explain to the customer how the product works. We often forget this part of the job thinking that everyone who drives knows what to look for in a car. However, showing off the special interior lighting system could make the sale.
Car Sales Training Step 3: Introductions are important
When a customer is deciding whether to spend thousands of dollars on a vehicle they deserve to get special treatment. Take some time to think about the way you treat a special visitor in your own home. Do you leave them standing around all alone for hours without offering even a drink? No probably not! You probably take the time to introduce them to your family and show them around your home. Welcoming a buyer into your dealership is no different. Take them around the lot showing off how things are done and introducing them to your work family. After all, this customer will need to deal with your service department for years to come.
Car Sales Training Step 4: How to Close the Sale
If you have done your job correctly the closing should be the easiest part of the sale. Every customer will have questions and objections, but if you have taken the time to listen and understand you will have no problem overcoming them. The closing should take place in a quiet room where you and the client can discuss the final details without distraction. Make sure you stay with the client during this process. Leaving the clients alone in the room provides the opportunity for them to find a reason to say no. Instead you need to stay with the client and help them through the process until the logically thing to do is sign on the dotted line.