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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A Powerful Car Salesman Tip

People hate the “Uncomfortable Silence”, it’s the nature of humans. Some people will actually buy a car because the silence will make them crazy, but when the quite makes you crazy you start talking some more. Now your car buyer is relieved because you are talking and they don’t have to make a decision. If you keep talking too much your car buyer gets bored, doesn’t have a chance to buy a car and they are ready to go home. They ask for your business card and say that they have to think about it and that they will “Be Back” tomorrow. Say good bye to your commission which is the real reason for this car salesman tip.

The Logic of This Car Salesman Tip

Selling cars for a living is much more than logic, if all car buyers used logic to purchase a car nobody would make any money. This car salesman tip is about the unseen psychological factors and triggers that make people buy cars. There is no question that a successful car salesman has to be able to walk to fine line to know when to shut up and when to talk. The secret of your success as a car salesman is be able to read your customer and use the tools you have at the right time and in the right amount. The wrong tool at the wrong time creates “Be Backs” rather than buyers, so read and listen carefully to your customer. They will tell you how to sell them a car, but they don’t always use words.

A Tip for Car Salesmen

Shut up and listen. People love to talk about themselves if you only give them a chance, but if you are talking the whole time they never get a chance. Let them talk and you will discover exactly how they want to buy a car instead selling them a car the way you want to sell them a car. They need to believe it was their choice and not yours. Did you notice I said they need to believe? That’s right, when you do your job right they believe that it was their decision. There is so much more to this car salesman tip that gets into the psychology of selling that I covered in the book. Did you Read The Book?Similar Posts:

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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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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. (you know they won’t)

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 car sales career.

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.

Sign Up on the right for more car salesman tips!

Learn the Car Salesman Tips and Methods I used to be a Top Car Salesman…..Get The Book …. Read the Book…..Sell More Cars!
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Car Salesman Tip – Time Sells

In this car salesman tip ask yourself, if you were not with a customer what would you be doing? Would you be shooting the breeze with the rest of the sales people, calling to find out when the Be Back Bus is coming or making calls to previous customers to drum up business. The best use of your time is in front of a customer if you want to earn a six figure income, so take your time.

Car Salesman Tip – Green Pea Mistakes

Many sales people and especially Green Peas want to sell a car so badly that they start moving through the steps of a car sale too quickly. Your potential car buyer goes through this process once every few years and you go through this process everyday. You are very familiar with the process and your customer is not, so this car salesman tip says take your time. Take your time and make your customer comfortable with every step before you move to the next step. Moving quickly through the sale makes the customer think all you want is a commission and you don’t care about their needs. When a customer thinks that you don’t care about them your car salesman income will take the hit. You will learn in your car sales career that sometimes spending an extra 15 or 20 minutes here and there can add more to your commission in the long run.

Car Salesman Tip – Move at Their Pace

When you do your meet and greet with your fresh up take the time needed to gather information about their “hot buttons“, needs and wants. Take your time and build rapport buy asking questions and making small talk. Get to know your car buyer, all the information you gather and the rapport you build in the early steps of the car sale will benefit you greatly when it comes to controlling your customer and negotiating. This car salesman tip will help you learn many things from your car buyer early in the process that you will use to close them later.

On the other side of this car salesman tip, when you have a customer that is familiar with and wants to move through the process quickly you need to pick up your pace and keep them from getting bored. Move at a pace that keeps them interested and gather as much information as you can. This type of customer does not usually open up to small talk, you need to mirror your customer to build rapport and gain their respect. When you move too slow with this type of car buyer you will loose their respect and possibly the sale. This type of car buyer will be a very small percentage of your customers, but the more types of car buyers you can connect with the more successful you will be with your career in car sales.

Later, Fresh Up on the Lot!
K.B.

Sign Up on the right for more Car Salesman Tips

You can afford to take your time and you will sell more cars……Get the Book and sell more cars.
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