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:

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The field of selling cars for a living has been dominated by men since the beginning of car sales and it’s time for a change. I know many women in the business and they make great car saleswomen, F & I Managers, Sales Managers and yes, even General Managers. Maybe it’s the stigma that goes along with being a car salesman the holds back some women from entering a career in car sales or maybe it’s common misconception that men make better car sales people. Whatever it is it’s time to cast aside those old beliefs from the past and get some women selling cars and other automobile sales careers.

You Should Be a Car Sales Woman

It is said that women are responsible for making many more car buying decisions than men, so wouldn’t it make sense to have more women selling cars. I have run into female car buyers before that only want to work with a car sales woman because they feel more comfortable talking to and dealing with another woman. Think about that for a second, if a woman has the courage to say she only wants to work with a woman car sales person there must be many more that would never say it, but would also like to be taken care of by a car saleswoman.

Why a Car Saleswoman – Women Selling Cars

To be a professional car salesman or car saleswoman and make a six figure income there are many skills and talents that are needed. One of these talents is to get your car buyer to open up to you and talk. You need to find their reasons and true motivation for buying a car and you won’t be able to do that if you can’t get them to open up to you. You also need to make your customer feel comfortable making a big purchase and we all know that if they don’t feel comfortable they won’t pull the trigger. A good car saleswoman may even have advantage in this area because the car buying public does not see the woman car sales person as a threat as much as they do men. They are more prone to talk and open up to a women selling cars than they are to a car salesman. Once you can get them to open up and start talking they will tell you how to sell them a car.

Don’t get me wrong here a good car salesman can get close to a customer, but a good car sales woman may have a slight advantage. We all know that being a successful car salesman or car saleswoman is not for everyone and it takes much more than being male or female. However, I believe that skill and experience levels being equal women selling cars may have a slight advantage when it comes to selling automobiles and prospecting. Don’t get mad at me guys, I am just calling it like it see it.

I always use the term car salesman throughout this blog and if you read the book about selling cars, but I want you ladies to know that you can have a great career in car sales as a car sales woman if you are willing to jump in and start selling some cars. Get the Car Salesman guide for women selling cars to learn car sales techniques and car sales tips so you too can earn a six figure income selling cars too!

Later, Fresh Up on the Lot

K.B.

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More Tips for Car Sales

Car Salesman Tips – Your Business

A career in car sales can be very lucrative when you treat it like a business of your own. Just like you would in any business you are always working to make your customers happy, prospecting or advertising for new customers and staying in touch with your previous customers. When it’s your own business you control how much you earn, you decide how hard you are going to work and you decide how successful you will become. When it comes to tips for car salesmen, running your car sales career like a business will make it grow and prosper like any business.

The best part of having a business inside a business is that you do have to worry about doing all the other things a business owner has to do that takes them away from producing income. You won’t have to worry about accounting, payroll taxes or any of that stuff that will take you away from making money. You won’t have to take care of building maintenance or clean the bathrooms. (I know many small business owners that do) You can focus on selling cars. You can apply all your energy to being a car salesman or car sales woman, and we all know you can sell more vehicles when you are focused on success. Watch for more tips for car sales people on our car salesman blog and check out the car salesman guide.

Later, Fresh Up on the Lot
K.B.

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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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Of course they are just looking, at least until you give them a reason why they should buy a car from you and your dealership. They are testing the waters and putting up the classic barriers to keep you from getting too close. If you watch a new or average car salesperson approach a customer and they say those dreaded words you see the impact that it has on the car salesman.  Almost instantly you can see their posture and expression change. The customer just knocked the wind out of their sails. The loose their steam and the chances of selling this customer a car is probably been reduced by at least 50%.

Just Looking the First Defense Against the Car Salesman

This is the reaction that most car buyers want to get from a car salesman when they tell them they are not buying today. They think that you are not going to try and sell them a car if they tell you they are just looking. They really do believe that you will back off and believe it or not some sales people do back off. They give up in their head before they even got started. The good car salesman understands that these are simply tools that the car buyer uses to try and remain in control. The successful car salesman will not even flinch when the car shopper says they are just looking, they won’t skip a beat and with a big smile they say “That’s great, now that you have taken all the pressure off of me let’s take a look at some cars” and then they continue to move through the steps of the sale.

Just looking is what you will hear from most car buyers when you first greet them, but that is the better than the big mouth that walks in the door and asks “Who wants to sell a car today”. When the customer is just looking it really means that they are looking for a professional car salesman or car saleswoman. They want someone that knows what they are talking about, not overbearing or pushy.

They want a professional…is that you?

Later, Fresh Up on the Lot

K.B.

Did you read the Car Salesman Guide yet?

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