Various Car Buyers Emotions

Some car buyers emotions are concerned with having a sunroof, alloy wheels and leather seats. That way they can feel good about driving around and showing their friends their new car. They want to feel important, or cool, or impressive when they are driving their new car. Being a car salesman means that you are going to discover those emotions and use them to your advantage to sell them a car. The car sales professional understands this type of car buyer and has probably closed many a deals by selling to their customer’s emotions.

The Logical Car Buyers Emotions

Understanding the car buyers emotions of the mooch or logical buyer is much harder to do, but it can be done. Their car buying emotions aren’t focused around the car and the options as much as they are focused on getting a good deal. Their emotions are more concerned with their pride. To this car buyer a new car is a commodity and they know that they can go to a dozen different new car dealers and get the same car. This car buyer is willing to drive an hour out of their way to save a few bucks because their car buying emotion is called pride. They couldn’t live with themselves if they didn’t feel that they got a good deal. Rather than show their new car to all their friends they are going to tell all their friends about the great deal they negotiated and how they beat the car salesman.

Become Friends for Their Car Buyers Emotions

This emotion of pride is much harder to discover and even more difficult to sell around because it will impact your car salesman income. Besides the emotion of pride you need to be able to appeal to another one of their emotions. It may be the convenience of living close by, free oil changes, free car washes or anything that he may think is valuable. You will have to treat this buyer with respect and understand his need to get a great deal. You will have to let him know that getting a great deal when you buy something is as important to you as it is to him.

Let him know that you are on his side against the sales manager because you would rather sell a car and only make a couple dollars than sell nothing. Let him know that you are counting on him to tell his friends how good of a deal you got him so he will send his friends to buy from you. Tell him about the bird-dog program at your dealership and how can can get a check when he sends in a customer that buys a car. The better you get to know your customer and what is important to them the easier it will be to sell them a car.

Selling a car to a mooch or to the all about the price customer is never fun, but selling cars for a living means you need to take the good with the bad.  A mini is better than nothing and it can help your monthly volume bonus. To make that six figure income you will need to close a few more of those tough ones to increase you car salesman income with monthly volume bonuses.

It may not seem like car buyers emotions but it really is, it just depends which emotions they use. There are a huge range of emotions that can influence the car buyer, it can be one emotion or many. The next time you get one of those car buyers that is all about the price think of this car salesman tip and try to find the emotions that are important to them.

Later, Fresh Up on the Lot

KB

Are tapping into the emotions of your car buyers?

You should be, you can learn how to be a good car salesman just read the book!Similar Posts:

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The Car Buying Hot Buttons

Sounds simple and logical, but selling cars for a living is much more than being logical. The auto sales professional understands that getting into their head is how you make the real money. When you can connect with the car buyer and learn all of their car buying hot buttons you are much closer to selling them a car. The problem is that car buying hot buttons are emotional and most people try to hide their emotions when they purchase a car. They keep them a secret for various reasons. Some car buyers are afraid of being take advantage of, some are embarrassed and some try to be logical and sensible.

Finding the Car Buying Hot Buttons

Finding your customer’s car buying hot buttons are not always an easy task. Very often the difference between the Newbie or Green Pea and the top sales people is the ability to find ALL of the car buyer’s hot buttons. I have seen it more times than I can remember where a Newbie is pushing the car buyer’s hot button of having a blue car, but is not aware of the hot button of wanting a sun roof. Then they get them at their desk and start grinding this customer to buy the car and all they do is create a “Be Back”. I took the turn and after 10 minutes I sold them a blue car with a sun roof.

This customer was hiding their car buying hot buttons of wanting a sun roof because they thought that they were asking for too much or being frivolous. They were embarrassed to bring up the sun roof desire and the Newbie didn’t drag it out of them. It wasn’t logical for the car buyer to hold back this desire, but everyone is different. That is the real key to car buying hot buttons, everyone is different. If you are trying to work with a car buyer using logic you will probably lose. Your logic is not their logic.

The Real Car Buying Hot Buttons

The example I gave above is quite simple and not one that most car salesmen would miss, but it was an actual example. My point of this car salesman tip is that every single car buyer is different. The car buying hot buttons are different for every single buyer, some have one or two hot buttons and some may have a dozen. Your job of being a car salesman is to find ALL the hot buttons and sell a car. Your car salesman income will increase when your ability to find ALL of the car buying hot buttons increases.

Car Salesman Tip: Car buyers buy cars based on emotion, yes even the mooches and geeks buy cars with emotion. I will cover this subject of emotion and buying cars in a future post.

Later, Fresh Up on the Lot
K.B.

Find the Car Buying Hot Buttons

Hit their Hot Buttons and Make More Commissions…..GET THE BOOK!

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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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Asking Questions Carefully A Car Salesman Tip

Most car sales training will cover asking questions of your car buyer, but they usually don’t spend too much time on the subject and that is why this car salesman tip is important. Very often you will see a Green Pea that starts firing one question after another and before you know it the customer is asking for their ticket to leave and promising they will be back.

There are some questions that the car buying customer is happy to answer; like what model they are looking for, what trim level and what type of options. They are usually open to what type of driving they do and how many miles they put on per year and general usage questions. When you get to the trade-in, price range, payment budget, pay-off amount on trade-in and credit rating you could be walking into a mine field. Asking questions of those types at the wrong time will very often put your customer on the defensive. A defensive customer is very hard to sell and can take the fun out of a career in car sales.

Asking Questions – Assume The Best Car Salesman Tip

Throughout the car buying process you should be asking questions and gathering information. When you carefully ask questions and spread them out through the entire process your customer will not feel any pressure or if done properly they will tell you the answers before you ask the questions. When it comes to the point where you have to start asking those mine field questions, ask them in a way that compliments the customer and assumes the best condition for the car buyer.

For example; if you need to ask them about their credit, you would say “with your good credit I am sure we can get a reasonable payment” . When you approach the subject in this way you will most often get a honest response. They will usually say “yes, I have good credit” or they might say “my credit is not great”. Either way they opened the credit discussion and you did not offend them, from there you are free to ask credit questions without putting them on the defensive. Use the same method assuming the best for other touchy questions and you will be the good guy and not the prying car salesman. This tip of the car salesman tips of asking questions properly can be a great boost to your car sales career and have a positive impact on your car salesman income.

Later, Fresh Up on the Lot
K.B.
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Car Salesman Tip: Put Your Cards Away

Ticket to Leave Car Salesman Tip

This car salesman tip says that you should keep your business cards in your desk drawer and out of sight. We all know that we go through a meet and greet, walk around, test drive, rapport building and a service walk to make them feel obligated to you and not run off during your presentation and negotiations. When you leave your business card out on your desk they can grab your card at anytime during negotiations and promised you they will “Be Back”. Yes, the dreaded “Be Back”, we all know how that works. Remember the last time that the “Be Back Bus” was at your car dealership, I will cover that in one of the future car salesman tips.

Car Salesman Tip: Don’t Give Up Your Card

I have have sold many cars to people that have asked for my business card or ticket to leave several times throughout the process. This car salesman tip alone should increase you car salesman income all by it’s self. It might not add several cars a month, but it will make a substantial difference over the course of a year.

When a customer asks for your business card tell them that you ran out and that you will have to go to the office and get some more. If you absolutely need to give them a business card or ticket to leave, get up and go to the desk to clue them in and let a manager or a different car salesman take the turn. Sometimes it may just be a personality clash or they don’t feel that they are getting anywhere with you but don’t want to ask for a manager. This car salesman tip says that a manager close is better than no close. Depending on your car dealership’s process you may have to split a commission, but 1/2 is better than none. Half a commission will add to your car salesman income in the long run.

There will be times that you will hand out your business card or ticket to leave, but don’t make it too easy for them to feel that it is OK to leave without buying a car. These car salesman tips are here to help you increase your car salesman income overall and this tip alone will make a difference in your annual income.

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