How Your Automotive Dealer Training Helps You Close The Sale
by: Mak |
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It's a slow day and a customer finally walks through your doors. Just about every salesperson at the dealership hopes the customer is there to see them and that they are next in line to talk with this customer. Every salesperson knows that the only way to make money is to have a chance to sell that customer.
You are in a better position to connect with referrals, because you both know the friend that referred them. Therefore, you have something you can talk to them about, which will make them feel more at ease with you. New customers, however, are more difficult because you have to find out what they're looking for.
It's time for the test drive once you've found what they believe they want to drive. You need to fit their needs to their lifestyle, and the test drive is the perfect opportunity to learn more about them - for example you can find out if they're employed or retired and how they plan to pay for the vehicle. Your auto dealer training really pays off here, because you are showinbg them the features of the car and at the same time finding out more about them.
At the conclusion of the test drives, once you've found a vehicle the customer likes, you can sit down with the customer and start going over numbers. It's important to take your best deal to the customer, so take all the important information you need to give to the finance department during this step.
At this point, customers may start getting a little anxious and think they can get a better deal at another dealership. Remember not to say anything at this point - if you speak before the customer does, you risk having to start from scratch.
The customer finally speaks, \"No, I think I could to better at such and such auto.\" Now, you can look at him smile, confirm that he really would take this vehicle if you could make a little better offer, then excuse yourself letting him know you need to talk to your sales manager.
A dealership's sales management team can be a blessing because they give the customer a break from a process that has already been very long, and they give you a chance to speak with them so you can come back to them with a better offer. This may just help you win the sale and that hard-earned commission.
You may have to repeat this process several times with the customer before the deal is closed. It's important to be a team player at the dealership - it doesn't only take your training and skill, it also takes the sales manager's help to complete a deal that the customer likes, and that will be approved.
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Atten: Car salespeople. Get your free 5 part mini e-course on car sales training. It's a must read for car salesman and women in the automotive business to help you sell more vehicles.
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