Being a car salesman is more than just selling a product to a customer.In a car dealership, personality, appearance, authenticity, and your ability to persuade all play a part.Many people walk into a dealership with a negative perception of car salesmen, and so your job is to change that image into something positive for the customer.You want to show them that you know what you're talking about and get them the best deal possible.It's important to know a few key things about how to interact with your customers, and at the end of the conversation, have your customer happy with their experience and eager to purchase a car from you.
Step 1: The customer should be greeted with enthusiasm.
When a customer enters your dealership, greet them with warmth and confidence.The customer needs to feel like they are being authentic with you.You can meet the customer in a way that doesn't feel overwhelming but still shows you are there to help.Walk to the customers, greet them with a firm handshake and smile, and begin asking questions about what kind of car they are looking for.The hands off approach is to walk up to a potential customer and shake hands.Give them your business card and tell them you have their contact details.My desk is over there, so if you have a question or find something you like, I can help you.Inform another salesperson that I am assisting you.The problem with this approach is that your customer won't feel any attachment to you, so they may move on to someone else or leave the dealership with no information gained.
Step 2: You can create small talk.
Although this can be frustrating for some customers who just want to get in and get out, striking up a conversation with customers can help build rapport and help them feel more comfortable trusting you as their salesman.One of the most important things you can do to build your customers' trust is show them that you are more than just selling a car.You want to build a relationship with them.Ask them about their interests.To build trust, find something in common with them.People feel respected when they have the chance to talk about themselves.Customers will refer you to their friends and family if you are likable.
Step 3: Positive body language can be seen.
When talking to customers, make eye contact with them so that you are interested in what they have to say.Your customer will feel more at ease if you use friendly and welcoming body language.Don't be fake.Don't make a sale with a happy face.Understand your customers' needs and sympathize with them.Customers will be able to tell if you dislike interacting with customers or are trying to speed them through "meet and greet" so you can show them cars.Don't force a decision on your customer.
Step 4: Ask good questions.
When you greet customers, make sure you let them know what they are looking for, or that they aren't sure, so they have time to look around.Don't ask "yes" or "no" if you want your customer to walk away.Can I help you today?"How can I help you today?"If you don't respond with "I'm just looking, thanks" you will likely lose your chance at selling a car."Are you looking for a sedan or SUV today?" is a good question to ask.What type of vehicle can I help you find?If you follow the customers around the showroom, it will be much easier for them to pay attention and you will have a better chance of keeping their attention.Customers can share their thoughts on the type of car they are looking for and you can match their needs with one of your vehicles.
Step 5: Find out what the specifics are.
After you've figured out what type of car your customers are looking for, narrow down the search by asking them details about their budget, space, and special features.The navigation system, heated and cooled seats, blind spot detection, extended warranty plan are some of the extra features that may be part of your job.It will be easier to sell these features to your customers if you know what they want.
Step 6: There are talk exchanges.
Ask customers if they want to part exchange their vehicle.It's a good idea to do this before you show them new cars, because you can figure out the customers' buying motives, and also see what they don't like about old cars.The customer can relax when they look at new cars because they know their old car is taken care of.The sales manager will appraise the car.Explain that the manager's job is to get them the best deal for their car.Take their appraisal form to your sales managers office after you look over the vehicle and ask any questions.It will take about 10 minutes for him to come up with his initial offer, but he will use that time to begin looking at new cars.
Step 7: Discuss prices and budgets.
Ask customers what they want to spend as you look at new cars.You want to make sure you get the most out of the sale while also giving your customer the best deal.Ask your customers what they want their monthly payment to be, and work on lowering it while extending the loan period.Some customers won't talk about their monthly payments.They might only want to discuss the total price of the car.If you can't lower the price of the car in order to complete the sale, offer them extras such as 12 months road tax at no extra cost or other features that will make it seem more fair for the customer.
Step 8: Your customer can take a test drive in a new car.
Customers need to feel comfortable in the vehicle they buy, so tests drives are important.When you sit in the passenger seat, ask customers how they like certain aspects of the car and if it feels different from their previous vehicle.Ask them if there are things they don't like about the car and then use their comments to find a better one.If your customers are happy with the car, ask them if it's for them.Go ahead and seal the deal if the answer is yes.Suggesting other cars would be a good fit if your customer still isn't sure.
Step 9: Discuss the price with your manager.
After your customer has decided on a car, bring the price to your sales manager at a lower price.If your customer says they can pay $200 a month, tell your manager.At the end of the day, the important thing is that you've made a sale and have a happy customer that will refer you to friends or give you a high rating on your C.S.I, which is the customer satisfaction index.
Step 10: Don't allow your customer to lie to you.
Sometimes your customers will bring in a white lie about what they can afford, or the dealership is planning on offering them for their trade-in.Be understanding but persistent to overcome these objections.Explain that the appraisal of their car is a good deal.If a customer wants to trade in their car for a new one, they need to sell it at full Kelly Blue Book retail.Every month a car loses 2% of its value and you have to attach all the expenses to it that make it ready to sell like tires, brakes, the noise in the back, and the safety check.The customer's car is likely to bring in less than what the dealership believes it will because they want to make the sale.Explaining to your customers that you aren't gypping them in price is important.
Step 11: The sale should be closed.
It's time to complete the sale after you discussed pricing and received a number from your manager.Always stay in contact with the customer, sign the paperwork, and arrange a collection date.
Step 12: You can walk the floor in the morning.
To compete with other salesman and to show your customers you are interested in cars, you need to know what's on your showroom floor.Learn the cars on hand, any specials your dealership is offering, cars that may be good for people with bad credit, and anything else that could be beneficial to communicate to your customer.
Step 13: Understand competitor's products.
Study the cars other dealerships are selling, and learn why it would be better for your customer to buy from your dealership.Know your company's options as well as those of your competitors.It will take a lot of studying, but it will be worth it because you will know why your product is better and won't have to lie to your customer.
Step 14: Get in touch with potential customers.
When you meet a customer, write down all of the information you've learned.You will know the best way to reach them.You can keep contacting them until they tell you to stop.If you continue to call them, they're probably not going to buy from you anyways, so you haven't lost anything.
Step 15: You can make friends with your sales managers.
The people that are going to help you seal the deal are the ones that can also offer you "house deals," which are about a third of the deals that take place at a dealership.If you're friendly with your manager and they trust you, they'll be able to put you on deals that are generated from the internet or from people at the dealership who know people who want to buy cars.Customers who call in on the phone or visit a website are referred to as "phone-ups" or "internet leads."These are called house deals because the dealership owns them.Sales managers are important to your success at the dealership.If you don't have a relationship with them, they can starve you of deals, or give you insufficient help, which can lead to you quitting.