The second part of the question about getting more traffic is about the car salesman and what they can do to put the odds in their favor which is what we are all about here at CarSalesProfessional.com. You have probably heard it all before, but maybe you weren’t paying attention and that is follow-up. That subject is very broad, but the main type of follow up that I am referring to is past customers that bought over a year ago.

The car buyer bought from you or your dealership once because they felt comfortable enough to make a major purchase and the odds are in your favor that they will return as showroom traffic. Almost every day I see customers come in that bought from the dealership in the past to look for a new car, but they rarely remember their salesperson so they end up working with whoever Ups them. Sometimes the car salesman that sold them in the past is no longer working at the dealership, but sometimes that salesman is still there yet they don’t remember them or don’t care to remember them because they haven’t heard from them since they bought their last car.

Create Your Own Showroom Traffic

On the other hand I have seen a few customers come in the door and ask for a particular salesman because they received a letter, email or phone call from them about a new model, special sale or low financing rates. They felt special because their salesperson made them feel special and they returned to the same place they bought their last car and asked for the car sales professional that contacted them about the special sale or event that increased showroom traffic.

These customers typically buy their new car from the car salesman that contacted them and more often than not they paid more profit and in the end more commission to their salesperson. The customer felt comfortable last time and that is making them easier to work with this time. The end result they bought a car and you made a commission.

For you new car sales people that are trying to build a list of past customers you should know that I have seen sales people follow up with orphan customers (customers that bought from sales people that are no longer working at the dealership) and produce the same results. The customer remembered the dealer, but didn’t always remember the car salesman. If you can get your hands on some orphan customers some of your time might be better spent doing follow ups which can create more car showroom traffic for you.

Later, Fresh Up on the Lot

KB

Do You Read the Book?

You Can Make a Six Figure Income Selling Cars…..Get the Book!Similar Posts:

• Where Has the Showroom Traffic Gone?
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• The Car Salesman Image and You
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Timing is Critical When Closing Car Sales

You are quickly moving right along through the steps of the sale and everything is going smoothly because your customer is following every instruction. Things are moving pretty fast, but your car buyer seems to be agreeable, their head is nodding yes after all your sentences, the walk-around and the test drive and you are thinking this is going to be an easy commission. Then you try to close the car sale and your customer looks at you like you like you put a ski cap on and pulled a gun on them.

You spooked them and they are like an animal caught in a trap. You car sales closing attempt snapped them back to reality and they are freaking out. You are asking yourself what happened. This scenario is much more common with a new or less experienced car salesman, but it still happens to even the most successful car salesman and saleswoman. Either they have been in their own fantasy world in their head or the timing of your car sales closing method was at the wrong time. Maybe you tried too close too soon or you moved along too fast and missed some of those questions and qualifying questions that need to be asked first.

Commitment Before Closing the Car Sale

Sometimes when things move too quickly and it seems too easy, the customer is not up to speed. After all you do this everyday, all day and your customer might buy a car every 3 to 7 years. You know the routine so well you are bored with it, but to your customer everything is new. They may need time to soak it all up and have it register in their head before you start closing the car sale.

Before you start trying any car sales closes you need to get some commitment from your customer. Take some time, ask them some questions, get to know them better and build some rapport. The more time you spend with them the more they will feel committed to you (this car salesman tip alone will make you more money). When you try to close the car deal after 20 minutes you might end up with the above scenario and it can be very hard to recover from a car deal that has gone sideways.

The Right Time for Closing Car Sales

Sometimes it is a hard call to make, should you invest an hour with them or are they wasting your time. If you find yourself asking that question take a look around and see if your fellow sales people are standing on the curb waiting for a fresh up or are they all working with potential car buyers. Usually they are standing on the curb, so you might as well invest as much time as you need to turn them into a car buyer. Spend the time to get the verbal and non-verbal commitments you need before you try any car sales closing techniques.

Remember that no matter what car sales closing technique you use (and there are many), you are just trying to come to an agreement between two parties, the car salesman and the car buyer. The sales closing technique is not as important as the timing. Don’t get me wrong, I am sure that I have used all of the car sales closing techniques at one time or another, but the right or wrong close at the wrong time can cause you to lose the deal and your car salesman commission. If your goal is to be a better car salesman and make a six figure car salesman income, timing is critical. More on car sales techniques so you can be a great car salesman or car saleswoman.

Later, Fresh Up on the Lot

K.B.

Are you earning a substantial car salesman income?

Do you think your initial car salesman training is enough for an automotive sales professional?

If not read the car salesman guide and improve you car sales closing ratio.Similar Posts:

• You Can Sell More Cars
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Just because you have done a great job of learning all of this product knowledge doesn’t mean you have to use it on every customer. I have seen many a salesman take a customer that was ready to buy an automobile and turn them into a be back in no time. They have either provided so much car salesman information that they started to question their purchase or they have bored them to death with details that they care nothing about until they ask for your business card.

You are not going to get paid a car sales commission for providing information. Sometimes in an effort to sell a vehicle we get caught up in trying to give them all the information and they get overwhelmed. Pay close attention to your buyer. Use the information that you gathered and focus on providing the information that supports their concerns and interests. Not every customer is interested in a detailed explanation of vehicle stability control or how a baby seat gets secured in the vehicle.

Filter the car salesman information you provide by tailoring your test drive, demonstration and walk around to your customer. A Use their wants and needs to help you sell the car by putting them in a positive light. You don’t need to show them every option or every single configuration that is available. You only need to educate them on what is going to reinforce their decision to buy a new automobile.

They have already thought about buying a car before they came to your lot and they probably have a good idea how much they can spend. They say that nearly 90% of the buyers have spent some time on the Internet looking at cars and prices before they step foot in a dealership. You stand a much better chance of making a sale when you follow their lead and listen closely for their Hot Buttons.

Everybody would like to have leather seats; navigation and a top of the line sound system, but when it comes time to work out the numbers and close the sale you are going to have to scrape them off the ceiling. Don’t talk to them about the V-6 when the 4 cylinder will be fine, don’t talk about a sunroof when they have no use for one and don’t test drive the Limited model when the base model is what they were thinking about. The price and/or payments are going to kill the deal.

Stop giving them too much car salesman information when it doesn’t support what they need to make the decision to buy a car. As we know from our car sales training product knowledge is important, but too much can send them back home to think about their purchase rather than drive it home NOW!

Later, fresh Up on the Lot

KB

You can sell more cars and make a six figure car salesman income!

Others do and so can you!

Just Read the book!Similar Posts:

• Where Has the Showroom Traffic Gone?
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• Why Car Salespeople Fail – Part Four
• Car Sales Closing and Timing

I am sorry to say that I will be the first to admit that I did not think highly of being a car salesman before I entered the profession, but now I am quite proud to say I sell cars. I didn’t take me long to change my thinking after I could see that a six figure income was very possible. Yes, making good money is important, but if you are going to succeed in the car business you need to lose any negative thoughts or beliefs you have about selling. That is probably one of the biggest road blocks to being a successful car salesman because true success requires a commitment, both mentally and emotionally.

One of the reasons for high turnover in the car business is the way people think about selling cars. They take a job as a car salesman to give it a try until something better comes along and they usually fail and then bad mouth the business. They weren’t committed and they couldn’t see themselves as a good car salesman. Their inability to lose the negative image they have about selling ultimately causes their demise.

Sales is one of the highest paid professions in the world and one of the reasons for that is because so many people don’t want to sell. The world never portrays the salesman as the pillar of society or the good guy, in fact they are usually depicted as greedy and pushy liars. We know that is not true, but too often sales people retain those kinds of thoughts and images which keep them achieving their potential. If they stay in the business they are typically mediocre sales people and eventually leave the profession.

The moral of the story is that you need to be 110% committed to being a top car salesman. Clean out all of those images and thoughts that selling is anything less than a great occupation. Be proud to tell everyone that you are a car salesman. Embrace your automobile sales career and believe in what you do. Think, talk and act like you are the best car salesman in the world and you will become more successful. Nobody wants to buy a car from a person that isn’t confident, positive and enthusiastic about their product, abilities and their dealership. You can sell more cars when your thinking is right and you feel good about what you do for a living.

Later, Fresh Up on the Lot

KB

Read my Car Sales Book because you Can be a Top Car Salesman!Similar Posts:

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If you want to have a successful car sales career you need to take some responsibility for bringing in customers. Whether it is from car sales follow up, prospecting, calling be-backs or all of the above. Bringing customers in to the dealership to see you is the ticket to a six figure income as a car salesman. The natural or most common method is to set car salesman appointments, but that is not what you want to hear. The word appointment is one that everyone understands, but it is not the one that most car buyers want to hear.

Think About the Car Salesman Appointment

Think about the last time you made an appointment to see someone. Was it a doctor, accountant, lawyer or dentist? It probably was, but was there anything good, fun or nice about that appointment? If it was the doctor or the dentist they poked, prodded or inflicted pain upon you and if it was the lawyer or the accountant they gave you their bill which was being poked in a different way. No matter how you look at it the experience is not something you look forward to doing again anytime soon. So why would the car buyer want to make an “APPOINTMENT” with a car salesman? We already have to deal with a bad reputation so who is going to make sure they don’t miss their car salesman appointment.

Stop trying to set car sales appointments and start setting some time aside to show your customer some vehicles. Ask them to stop by so you can show them some cars and provide them with the information they need to make a good decision when they are ready. Ask them to drop by the dealership so you can show them a few options and see what they think. Some people respect the car sales appointment, but I would venture to say that it is less than 5% of your customers.

When you are on the phone with a customer and you start grinding them for an appointment you are just giving them a glimpse of what is to come when they get to the dealership. If they feel any pressure at all to commit to an appointment they may agree, but don’t hold your breath. You can ask which is better today or tomorrow, morning or afternoon, but don’t push them for an exact time unless they want to set a time. Stop using the word “appointment”.

Ok, you got me, that is still a car sales appointment, but stop using that dirty word. Think about “What’s in it for Them” and why they should stop by or drop in. Maybe you could put them in a new car for the same payment, maybe you could lower their payment because of a finance special or you would like to see what they think about the new models. Make it casual, don’t try to sell them  a car before they get in the door. We all know that many things are possible after they “feel the wheel” and smell the new car smell, but first you need them in the door.

Later, Fresh Up on the Lot

KB

Six Figures as a Car Salesman in Your Reach – The Car Salesman GuideSimilar Posts:

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