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?

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I am not familiar with every car sales training program that is in use today, but all of the ones that have I seen have been good. They are basically all the same, they usually combine the steps into less or expand them into more steps of the car sale. I am in favor of any system that sells cars and adds to your car salesman income. My point of this post is to urge you to learn the system thoroughly and put it to good use.

Car Salesman Training and the Newbie

I have seen many sales people start a career in car sales and start selling cars by following the car sales training system to the letter and the car sales script. Then after a short time they start getting a big head and think they are hot stuff. So then they start skipping steps and short cutting the system. They start thinking that they know better than the system that was designed by an auto sales professional. This professional sales trainer has been in the car business for years and has tested and retested the system before putting it into use at a car dealer.

Then the Newbie that started skipping steps is seeing their sales dropping off and they are wondering why. The why is their short cutting of the car sales training system. I have seen this happen to newer sales people more times than I can remember. Some of them realize what they are doing, so they go back to the basics and start selling cars again. Some of them just keep trying to sell cars without going back to the system or don’t listen to people that tell them to go back to the basics and they eventually starve themselves out of a car sales career.

Tweaking the Car Sales Training

I am not advocating that anyone should deviate from the automotive sales training system that you car dealership requires you to use to sell cars, but there is always a little room for some tweaking. By tweaking I mean adding some personality. If you are going to hit that six figure income selling cars you need to be able to adjust the system slightly to be able to build rapport with more different kinds of car buyers. Learn some of the car sales techniques that your fellow sales people use and start using them yourself.

The more car buyers that you can build rapport with, the more cars you will sell. If your car sales training has car sales scripts, adjust those scripts slightly so you do not sound like a robot or parrot. Get to know your lines and scripts so that you can deliver them with a twist so that it sounds like it is coming from you rather than a canned script. Depending on your customer tailor your lines, questions and word tracks so they sound like they are your natural way of talking. The more natural your conversation sounds, the more comfortable your car buyer will be. Remember, people buy from people. if they feel comfortable they are much more likely to buy from you, bringing you closer to that six figure car salesman income. With time and experience you will also develop your own car sales techniques for selling cars, that’s part of being a car salesman. How to be a good car salesman or car sales woman means the more you can adapt to your customer, the more you can earn as a successful car salesman.

Stop back often for more on Car Salesman Training.

Later, Fresh Up on the Lot
K.B.

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You are responsible for Your Car Salesman Training after the House Training…GET THE BOOK…. and start selling more cars so you can make a six figure income.Similar Posts:

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The When and Where of Car Sales Techniques

Well if that is the case, then everything we do and say is a car sales technique. That’s right, it starts with the Meet and Greet, moves to Closing the Sale and ends with the delivery. When it comes down to it, every step of the sale and every part of our selling system is a a car sales procedure.

So when we talk about car sales techniques what we are really talking about is how we execute the steps of the sale and succeed in overcoming objections. No matter what system your dealership uses (they are all basically the same) the secret to being a successful car salesman is not in the system, but rather in how you perform each of these steps. Simply knowing the process and moving the potential car buyer through each of these steps is not enough. Anybody can learn the system and I am sure we have all seen proof of that by seeing the coming and going of sales people.

History of Car Sales Techniques

I think we can all agree that there is big money to be made in the business of selling cars both for the sales people and the dealers. Because of the huge potential income of selling vehicles to the public the auto business has had many years to fine tune, improve and perfect a selling system that works. The car sales techniques or sales system that we use everyday is more than likely the result of years of development. The auto sales techniques of yesterday have been refined, tested and improved. Until the car salesman techniques we use today are for the most part pretty reliable.

With that fact in mind it all comes down to how you perform and execute every single step of the sale. The system is broken down into 7, 8 or 10 steps and designed to start with the Meet and Greet and prepare your customer for the next step. Each one is a car sales technique which builds and creates the proper frame of mind for the customer and hopefully puts them under the ether.

For example; if you do a poor Meet and Greet it usually leads to a less than great rapport building session and an even worse walk-around. But if you start out with a GREAT Meet and Greet the next steps usually follow suit until you sell them a car. We have all had both of these experiences when working with customers.

To be a better car car salesman you will want to improve you car sales techniques and car salesman skills. Start by taking the steps to the sale one by one and examine how you perform these steps. After each Up or sale try to recall every thing you did and said. Try to remember your facial expressions, body language and your reactions to your customers statements. Adjust the way you interact with your customer and experiment with different words, expressions, reactions and body language until you have the best outcome. This will help you learn what works best for you and your customer.

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Later, Fresh Up on the Lot,

KB

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Car Sales Tip

This is a good saying to keep in mind when you are working with a potential car buyer. When you start pushing your customer too early they usually back off and start to sell you on why they are not buying a car today. Anybody that has been selling cars for a while knows that they need to back off and focus on building rapport. A good car salesman will listen to them carefully and ask questions.

People like to talk about themselves, but not until you build some rapport with them. Once you break down some of those barriers you can get them talking. Once they open up and start talking they will start revealing some of the information you can use to sell them a car. A good car salesman will listen twice as much as they talk and that will lead to a nice car salesman income.

A good car sales tip is to listen carefully and read between the lines. You are the car sales professional so you need to sell them, not them selling you. Keep that thought in mind when you start hearing your customer pitching you who the car salesman or saleswoman is, you or them.

I have sold many customers a car that said: “we are only shopping today, we will be buying next week after we get a chance to look at some other cars”.

Two people meet and one gets sold……which one will you be?

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