Better Gas Mileage

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.

Once you considered this, think about how you as the car salesperson treat your customers and then ask yourself, ‘Am I selling them this car based on their perspective as a customer?’ If you answer no to that question, then you may want to reevaluate your current sales strategy. Putting your feet in your customer’s shoes - and we don’t mean literally - will go a long way to understanding how to approach and work with your customers to get them into the vehicle they want and close the sale.

How?

Let’s take a look at the four steps most customers - including yourself - take when they go to buy an item.

Step 1: The relationship between the salesperson and the customer must be established.
Unless you and your customer develop some form of relationship, then more than likely the sale is not going to happen, even is you can sweet talk the devil into buying an air conditioner. The more powerful the relationship between you the car salesperson and your customer, the more likely a sale is going to be made. You want to develop trust between you and your customer so that they know you are not trying to sell them a car they don’t want.

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: As a car salesperson you now need to decide from the customer’s point of view whether or not they think buying a car from you is a good opportunity.
They are weighing the pros and cons of buying a car with the biggest consideration being price. Talk to them about what they thinking, how they are feeling. Listen to their concerns before putting any form of offer on the table that may alleviate some of the concerns they have. You’d want a salesperson to do the same for you.

Step 4: Give the customer time to decide on the course of action that is right for them. Don’t be pushy. They will come to you with their final answer.

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