Auto Sales Training on How to Close the Deal

By Mak

Any salesperson can tell you that a customer knows what he wants before he ever steps foot on the lot. From brand to features and options, most customers just need to have five key questions answered for them before they buy. They want to be convinced that they are buying the right car with the right features for the right price at the right place at the right time. That seems like a lot, but if you break it down, closing the deal is really quite easy.

How to Sell Cars Questions One: Do I need all that 'stuff?' With all the different features and options out there, customers often grow concerned that they are choosing the right ones and worry that they are making the wrong choice. Use info from your investigation to explain to the customer that the 'stuff' is exactly what they need.

Automotive Sales Question Two: Is this the car for me? In today's day and age, the options and features on most cars are actually very similar. Because of this, what customers are actually buying is brand name and recognition. Keep this in mind when pitching your sale. It's not the features or the options, it's the brand.

How to Sell Cars Tip Three: Is this really the right 'place?' One of the best things you can offer a customer when they are buying from you is the benefit of your dealership. Have some information available on your customer service or service department. Make your customer feel at home by remembering personal details. Sell your dealership as you sell their cars.

Automotive Sales Question Four: Am I getting what I want for the price? This question should answer itself if you have done your job on the first three questions. If the customer is happy with the features, the brand and the dealership, the value should be obvious. If you sense hesitation in your client, back up to the previous questions and figure out where you went off track.

How to Sell Cars Question Five: Is this really the right 'time?' The scariest part for a customer is deciding that this is the time. Take the stress away from them by being prepared to convince them that it is. The allure of a new vehicle, its great features and the fantastic service at your dealership should be enough to generate the excitement needed to close the deal. - 21396

About the Author:

Atten: Car salespeople. Mak has many more tips and strategies. Get 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.