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 deal 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.

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?

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

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The next thing I saw was the real scary part of the picture. I saw a potential customer pull in the lot and take a look at the pack or group of car salesman that was watching them like a wolf watches their prey and instead of pulling into a parking space and getting out of their car, they drove through the rows of new car inventory and out of the lot on the other side. They didn’t even pause to look over some of the cars, they just continued through the lot and off to some other dealership.

Was it that they didn’t see anything they liked or was it that they didn’t want to be pounced on by a pack of wolves. We will never know because they left without a single word. Did they come to wrong dealership by mistake and not realize it until they were already in the lot? Maybe they didn’t see the 50 foot sign and logo before they pulled in the lot. Maybe they didn’t see anything they liked as they quickly drove through 200 plus new cars of every color, model and trim level. I guess they were “Just Looking” real fast.

Am I being sarcastic? You bet I am. The likely scenario is that the potential car buying customer saw a pack of wolves licking their chops and they would rather not be go through that experience. They saw the classic negative stereotype of the car salesman and they changed their mind. Hopefully they wanted that brand of car and they will be back a little later or another day, but it is more likely that they decided to stop at another dealership and if they run into a professional car salesman rather than a wolf-pack they will buy a car. Oops, there goes another car salesman commission.

When we are talking about car buyers, we are talking about people that believe the worst when they come to the car dealership. So when they see a group car salesmen standing together in plain sight they assume that they will be pounced on by all of them and pressured to buy a car. Except for the boldest of car buyers, most potential customers would rather drive off the lot and go somewhere else than deal with the wolf-pack.

I don’t think I need to say it, but I will anyway. Break it up, split up, get away from the door and if you must be in a group take to the back of the dealership where the customers won’t see you. A car sales professional does not hang in the pack at the front of the showroom, they are usually out in the lot making note of inventory where they can approach a customer on a one on one basis which most customers prefer (just a car sales tip). This is more about common sense than about car salesman tips, because you know that the car salesman and car saleswoman wolf-pack is not the dealership’s welcoming committee, but rather car sales people waiting for a fresh up so they can increase their car salesman income.

Later, Fresh Up on the Lot

K.B.

Are you waiting to Read the Book or is a Six Figure Income Selling Cars not Important?Similar Posts:

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I was watching a Newbie (been on the floor about 2 months) the other day trying to sell a new car. He was new to the car business, but he was following all the steps to the sale exactly as he was trained to do. He did a great walk around, a test drive and a service walk and then he sat his customer down at his desk. Everything that I had seen so far looked like it was going to be a deal and he would make a fair car salesman commission.

Car Salesman Commission and the Newbie

I kept watching and tried to get close enough to hear what was going on, but not to close. The Newbie went through the Four Square and the normal objections, got an offer and took it to the desk. I went into the Sales Office and listened to him try to sell the desk on his customer’s offer. The Desk Manager called him a “Weak Stick” told him to pull up his pants, penciled him back and told him to get a bump of he was going to be splitting his car salesman commission.

Get a Better Car Salesman Commission

So the Newbie goes back and starts grinding his customer for a bump while I listen close by. He starts out strong and in what seems like less than 5 minutes he gets a $25.00 bump in payment. From everything I know and have seen so far, he has a deal with the $25.00 bump. He stops at the $25.00 bump and heads back for the Sales Office. He is proud of his payment bump and tries to sell the desk that his customer won’t bump anymore. The Desk Manager is working several deals so he says “Write it Up”. The Newbie get a big smile on his face starts doing paperwork while thinking about his sales commission from the car sale.

Let’s fast forward to the Newbie’s customer coming out of the F&I Office. The Newbie does a spot delivery and the customer thanks the Newbie and drives away happy. I then go it to the F&I Office and find out that the Finance Manager bumped the Newbie’s customer almost $45.00 a month. He sold him an extended warranty, tire warranty, and got him on rate. The Finance Manager picked up a nice car sales commission and the Newbie end up with a few bucks over a Mini.

Opportunity for More Car Salesman Commission

I asked the Sales Manager why he took that deal and he said he had several deals working and he wanted to boost the newbies confidence and teach him a lesson. He asked me to show the Newbie where he went wrong and how much more car salesman commission he could have made.

The above example is not a common one, but it illustrates a good point. The Newbie got a bump pretty easy which tells a Car Sales Professional that there is more to be had. But the Newbie got a $25 bump, got excited and believed his customer. Then the Finance Manager got almost $45.00 a month more. Granted the Finance manager did a great job, but if the Newbie stuck in there a while longer and  worked his customer he probably could of got at least half of that $45.00 a month a better car salesman commission.

I am good friends with our Finance Managers, but when we are talking about putting money in my pocket it’s all business and friends don’t enter the picture when it comes to my car salesman income. The job of the Finance Manager is to get more AFTER I get all I can. I come first when it comes to money and my car sales commission.

It’s Your Car Sales Commission

So remember as a car salesman tip, when you are working a deal, what you don’t get the Finance Manager WILL get. So hang in there and get the extra. To put a different way; if your car sales commission is 30% and you get an extra $100.00 on the deal, you put an extra $30.00 in YOUR pocket. Now think if you got an extra $500 on the front end of the deal, that’s $150 for maybe an extra 15 or 20 minutes of work. So are you giving away your car salesman job commission? When you get a little extra on most of your deals that can add up to quite a bit of money over a year to increase your car salesman income. Remember the Finance Manager comes AFTER you, so where you rather put that sales commission, if your pocket of the Finance Manager’s pocket.

For the details of a Car Salesman Commission

Later, Fresh Up on the Lot
K.B.

You Can Make Six Figures a Year Selling Cars…..Get the Car Salesman Guide and Sell More Cars!Similar Posts:

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Telling is not selling and being a car salesman requires you to sell your customer rather than tell them. Most people are very skeptical when it comes to believing what other people say unless they are a trusted and respected source. They will believe someone that they know or have a reputation of being honest and sincere. People are resistant to having other people TELL them anything and especially a good car salesmen.

Being a Car Salesman and Our Image

Be A Car Salesman and Get Your Customer Engaged

I don’t think I have to tell you this, but I will anyway. Most people don’t trust car salesmen or car dealers. Being a car salesman may not be the most glamorous career, but when you can earn a six figure income selling cars for a living you should be able to be proud of what you do.  The average consumer is bombarded by the media and society with stories of how bad and dishonest car salesmen are and that they are not to be trusted. To be a good car salesmen and especially a successful one, we need to overcome the image that the average person has of our profession.

Be a Car Salesman and Get Them Involved

Lets get back telling and selling. Being a car salesmen to some is telling their customers about the car they are trying to sell. When you tell car buyers about the great features a car has they are often resistant to what you are saying. You need to get them involved, you need to have them experience the features. They need to see, hear and feel the features you are talking about. When they get involved and use their senses to experience these features their emotions become involved. When you show them and get them involved they will start believing in you and what you are selling.

Get your customer involved so they experience and feel the benefits. Get their emotions engaged and you will overcome their resistance. The car buyer that buys with logic alone pays a “Mini” but the car buyer that uses their emotions can help you create a very nice commission. Being the car salesman or car saleswoman that can get their buyers emotions involved in making their decisions is a good car salesman that has the potential to earn a six figure income.

Stop telling and start selling by getting your customer to see, feel, smell, touch and hear. When your words match their experiences you become believable and maybe even trusted so you can sell more cars and make more money.

Later, Fresh Up on the Lot
K.B.

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Anyone Can Learn How To Be a Good Car Salesman

Just about anyone with a pulse can learn how to be a car salesman or car sales woman (just kidding), but sometimes it seems like that is the only requirement. I have seen so many new sales people go through training and then hit the sales floor only to have them quit in the first thirty days. The ones that last longer than thirty days rarely make it ninety days. The ones that do last are people that have sold cars before or had some type of sales experience in a closely related field. Don’t get me wrong there is that one newbie every once in a while that catches on and becomes a car salesman that never had any sales experience.

Do You Really Want to Be a Car Salesman

It’s true that a career in car sales is not a physically demanding job. You can earn a six figure income, dress in nice clothes, talk to different kinds of people and never break a sweat. Sounds like a dream job, right? You may want to know how to become a car salesman, but that is not enough. As I mentioned earlier, almost anyone can become a car salesman. If you are going to make a living selling cars you need to be a successful car salesman that has a goal of being a great car salesman.

Requirements to Be a Good Car Salesman

To become a good car salesman you need to have a mental toughness because selling cars is mentally and emotionally challenging. You need thick skin and the ability to control your thoughts, words and emotions.  You need to be able to carefully choose and use your words, expressions and gestures to support the sales process and be able to change and adapt to the different customers and situations.

You will be put together, tested and tried on by customers and sales managers that will at times have you wanting to knock them out, cuss them out, throw them out or walk out yourself. Your ability to control yourself can make a huge difference in you car salesman commission and car salesman income. If you are currently a car salesman you know exactly what I am talking about. One of the sayings that I try to remember is: “Don’t get mad, get even by selling them a car”. Then I put on my game face and do my best to sell them a car and make a nice big front end gross. It doesn’t always work, but it does more times than it doesn’t. Sometimes we just have to suck it up to sell a car.

Do You Still Want to Know How to Be a Good Car Salesman

If you still want to become a car salesman pick-up the classifieds and look under the help wanted section. Check the automotive section and I am sure you will find a handful of car dealers that are looking for car salesmen. The turnover in the car business is quite brisk so I am sure will find some dealers that are looking to add a car salesman or two. If you have the desire and the mental fortitude to become a car salesman then start talking to some car dealers and begin your car sales training because you can be a better car salesman.

I think a career in car sales is great opportunity for those that can cut the mustard. Where else can you laugh and have fun doing your job yet still have the potential to make a six figure income. All jobs have their ups and downs, but car sales can be a great career choice if you have what it takes to become a successful car salesman.

Later, Fresh Up On the Lot

K.B.

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Let’s Sell More Cars

One of things that I have learned after selling cars for any period of time is that most car sales people become conditioned. After you talk to so many people and taken so many test drives you become conditioned. You have been talking about all the features of new cars for so long that they are not special to you. They are the same old thing, day and day out. Then you begin to leave out some of these features in your walk around which will have a big impact on your ability to sell more cars.

You know about all these great features but your car buyer does not. If just one of these features is important to your car buyer and you did not talk about it and the car salesman at the car dealer they just came from earlier or yesterday talked about it there is a good chance they are going to prefer the other car and sales person. The car from the other dealer may have been a similar car with the same feature, but your competitor told them about the feature and you did not. We would think that if this feature was important to then that they would ask about it, but from experience we know that the car buyer is sometimes too shy or embarrassed to ask all those questions and instead they assume. When they assume you could lose a sale and your competitor will sell more cars. They won’t tell you why they are not buying today (they rarely do), and they go to the other dealer and buy a car.

Selling More Cars by Thinking Like the Car Buyer

You average car buyer may only buy a new car every 4 or 5 years and things can change a lot since the last time they bought a car. Some of the features that are standard in cars today were options or not even available 5 years ago. Get in the habit of thinking like the customer. Ask the questions, find the Hot Buttons, and get in their head. You might be sick and tired of talking about something like ABS brakes and you just mention that your car has that feature, but you need to tell them what ABS brakes can do for them. Give them a common scenario about how ABS brakes can keep them from having an accident. A scenario that makes them understand that they will be much safer in your car. Yes, almost all cars have ABS brakes today, but if you tell them and give them a scenario and your competitor does not your car is going to be the car buyers choice. This might sound too simple for a car salesman tip, but I see it happen all the time and the salesman that does talk about all the features will sell more cars.

Tell Them and Sell More Cars

I used ABS brakes as example above, but they are so many features in today’s new cars that you can talk about with the customer to sell more cars. Obviously not ever feature is going to be important to everyone, buy if you leave out the one feature that is important to you car buyer you might lose the sale and your car salesman income. You might not need to cover every feature as long as you can get in to their head and find out the ones that are important. We all know how important it is to tailor your process and procedure to the different types of car buyers that we meet every week. The better you cover the features that are important to them the closer you will be to that six figure income and sell more cars.

Later, Fresh Up On The Lot
K.B.

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If you have been selling cars for a living for any length of time you don’t need any car salesman tips to know that the happiest customers usually pay the most profit and the most difficult customers usually pay the least amount of profit. Strange how that works, isn’t that. The difference is the perspective of the car buyer. The customer that comes on the car lot and expects a good experience usually has a good experience, but the other side is also true. The customer that comes on the lot and expects a bad experience will usually get just what they expect. (this should be part of your car sales training)

Car Salesman Tips – Reinforce or Change Their Perspective

Your car salesman income depends on you being able to detect the type of customer you are working with and change or reinforce their perspective. If you get the customer that expects a good experience it is pretty easy for you to accommodate them. They usually have a good attitude and they are usually pretty easy to work with, you don’t need any car salesman tips to work this type of customer. When they are nice and pleasant to work with you usually become nicer and easier to work with. You end up feeding off of each other and everybody ends up happy.

Car Salesman Tips-The Car Buyer Perspective

The key point of this car salesman tip is to learn how to change the perception of the car buyer that expects to be taken advantage of or manipulated. Usually this customer will cause you to react in a certain way or to say certain things that will actually reinforce what the car buyer thinks is going to happen. You might not even be aware of your reactions, they are often unconscious. The way of feeding off of each other in the above example is the same way with this type of customer, except nobody ends up happy. You actually feed off of each other in a negative way. Then before you know what happened they say they have to go and you added another Be Back to the list.

Car Salesman Tips – Change You to Change Them

Give this car salesman tip a try by paying close attention to your reactions and words when you get the customer that expects a bad experience. If you are aware of how you react and what you say then you can make an effort to control your reactions. When you control your words and actions rather than react you can change their perspective of the situation. Treat this customer like the car buyer that is easy to work with. When you treat them like the best customer you ever had, that will have an effect on them that will start to soften them and make them more enjoyable.

Treating the difficult customer is one of the greatest challenges of being a car salesman, but if you can change their perspective it will be worth the effort. I have found that when I can turn around that difficult customer and sell them a car, they usually become my best source of referrals. By being able to sell the easy car buyers and the hard to deal with customers you will get yourself much closer to that six figure income of an auto sales professional and more satisfying car sales career.

Later, Fresh Up on the Lot
K.B.

Did you Read The Book…….to be a Better Car Salesman…..Click Here NOW and take a Look!

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