The words we use as a car salesman or car saleswoman need to be chosen very carefully because we all know that one wrong word and we are done. The customer will make some excuse or ask for your card and away they go. So being able to think on your feet and use the right choice of words is critical. When we started in the car business we all needed to adjust our thinking and learn to use those car salesman words that paint a picture in our customers mind, but keep from making a solid commitment.
We use words and phrases like practically, nearly, on top of a deal, very close, almost there, only a couple of dollars away, if I could would you and dozens or even hundreds more. The idea is to get our car buyer to believe that there is hope for them and to keep them on track. When we speak succinctly we run the chance of losing them.
When you get that customer that is trying to choose a vehicle and they ask if they can get that car for $300 a month and we know that it will be closer to $400 a month the first thing we say is that we could probably get close. Most peopleâ€™s way of thinking would be to say no, but we know that if we could get them to put down more money and stretch out the payments for another year or two that we could get close. So we are not lying because there are many variables and we know that if most people want to pay $300 a month because we could probably get them to pay more. With the proper car salesman words almost everybody will accept a bump when you get them on the right car and get their emotions involved in decision making process.
Start paying close attention to the words you use when you are working with a buyer. Are you keeping them engaged and positive or are you giving the cold hard facts? Cold hard facts will give you a bunch of â€œBe Backsâ€ and positive and engaging car salesman words will keep their mind focused on getting a new car and get you a car salesman commission.
The car salesman words that we use from the minute they step onto our lot can make or break a deal. When we are enthusiastic, upbeat and positive it becomes contagious and when we talk like an accountant or lawyer we wonâ€™t sell squat. Start with your meet and greet and build from there with positive statements and words of encouragement that will engage their senses. Donâ€™t overdue the enthusiasm because that can easily turn them off, but start with statements and words that make them feel that you can do what they want without committing to their requests. From there you can build excitement and the desire that will sell you a car.
Later, Fresh Up on the Lot
You can sell more cars, YES YOU CAN…..READ THE BOOK!