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.

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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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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.

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