We put so much emphasis on “Buying Today” that the minute the customers says “we are not buying today, but doing research” the salesman turns into a different person. They are no longer attentive and enthusiastic, instead they turn into a lethargic drone that takes the customer through the steps of the sale as quickly as possible so they can get back to standing around and complaining about the lack of showroom traffic. Would you buy a car from a car salesman drone that wasn’t enthusiastic about their product and their dealership?

Of course making the sale today is important, but if you absolutely can’t sell them today providing them with an exceptional and informative experience at your dealership can make them change their mind. There are many, many people that have come into dealerships that said they are not buying today that have left with a new car. Their enthusiastic and knowledgeable car salesperson and their exceptional experience was all the research they needed to change their mind and buy a car today.

People Do Car Dealership Research and Then Visit

It is said that over 90% of car buyers today spend some time on the Internet researching cars before they go to the dealership. They are looking at brands, makes, models, trim levels, colors and incentives so by time they make it to the showroom floor they have a pretty good idea of what they want (not that they won’t change their mind because they will). With that said the research they are doing might well be where to buy and not what to buy.

How many times have you gone into a store to make a major purchase and did not make a that purchase because of the salesperson. We have all done it, we felt like we were putting out the salesperson and that they did not deserve our business so we left only to go to their competitor and buy the item we wanted. It works the same way in the car business.

People go to car dealerships to buy cars and you can make the customer feel like they are taking away from your complaining time or you can make that customer feel like they own the place. I can guarantee that you will sell more cars when the customer feels special and important. Help them do their research and give them all the reasons why they should buy a car from you and the dealership whether they are buying today or not and chances are they will leave with a new car. Every time you take a Fresh Up remember why people go to car dealerships.

Later, fresh Up on the Lot

KB

Once They Are There All You Have to Do Is Sell Them – Car Salesman BookSimilar Posts:

• Why Car Salespeople Fail – Part Two
• Sell More Cars with Be Backs
• Car Salesman Tip – Enthusiasm Sells Cars
• Who Is The Car Salesman Here?
• Who Makes the Better Car Salesperson – Man or Woman?
• Just Looking and the Car Salesman

Not Asking Questions

Many car salesmen feel that they are being rude or pressuring the customer when they ask them questions, but not asking questions is a mistake and one of the reasons car sales people fail. It is critical to ask questions of your customer when you are trying to sell them a vehicle because you need to gather information. This information is what you will use to make a deal and to break down the barriers that customers build to keep you from getting too close to them. Asking questions does not mean that you need to fire question after question at your customer because that will make them feel like you are prying, but you do need to ask them questions.  When you ask questions you will normally get answers and these answers along with their comments and reactions will help you sell them a car.

Don’t Like Pressuring the Customer

When consumers purchase small items they simply make a decision, but when they are considering a major purchase like an automobile may need some help to make that commitment. Everyone customer is different, in fact I have even sold cars to people that required me to tell them to buy the car before they would buy. Some salespeople are afraid they will be seen as a classic pushy car salesman and therefore they don’t want to pressure the customer. This is probably one of the best ways to turn a customer into a “Be Back” and we all know what with Be Backs, they visit another dealerships and run into a car sales professional that doesn’t have a problem applying a little pressure and they buy a car.

You can apply a little pressure when you use car sales closing techniques without being a pushy car salesman, yet many salespeople fail when it comes to applying a little well thought out pressure. The car salesman or car saleswoman that is afraid of pressuring the customer is boomed and they will sell far fewer cars. A little pressure can be a very good thing and it will sell you more cars. The secret is how much pressure and to which customers.

The Dealership

Many believe that the dealership is one of the reasons why car salespeople fail, but this is rarely the case. Granted there are some dealerships that run a less than respectable operation and don’t deserve to have any professional car salespeople working for them, but there are less and less of those dealers all the time. When a dealership plays games with commissions, is anything less than open and honest about pack and other expenses it may be time to find a another place to sell cars.

Most car dealers today are well run operations and understand the value of a good sales staff. They know they need salespeople that want to make big money because that is the only that they will make money. If you end up at one of those poorly run dealerships simply move on, but that is not a reason for you to call it quits. There are too many well run stores out there that will appreciate a car sales professional and pay them what they are worth. You often hear people bad mouth the car business because they couldn’t make it, but rarely is the reason for failure the dealership. If you read the book I talk about earning respect as a car salesman and that is only done by selling cars, lots of cars.

This is the last installment of why car salespeople fail, there may be other reasons, but I covered the most popular ones that I see every day in the car business. If any of these reasons for failure sound familiar to you than you know what you need to do, like they say a word to the wise is sufficient.

You can sell more cars if you Read the Book and learn some Car Sales Closing Techniques.Similar Posts:

• Why Car Salespeople Fail – Part One
• Why Car Salespeople Fail – Part Three
• Why Car Salespeople Fail – Part Four
• Why Car Salespeople Fail – Part Two
• Just Looking and the Car Salesman
• What Do You Think About Selling Cars

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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Later, Fresh Up on the Lot

KB

Want to Sell More Cars…read the Car Salesman Guide!
Similar Posts:

• Giving Away Your Car Salesman Commission
• Car Salesman Tips – A Service Walk
• 10 Things Every Car Salesman Should Know
• Car Salesman Tips – Asking Questions
• Car Salesman Tips – Creating Urgency
• Sell More Cars with Be Backs

Selling Car for a Living – A Car Sales Career

Throughout all the chaos in the car business and the restructuring of the car dealerships there is a greater need for the Car Sales Professional and those interested in a car sales career and being a top car salesman. Not the shyster of the past, but the true professional that can make a great living and a great car salesman income selling new and used cars. If you are of those people that lost their job from the mess in the car sales industry, I feel for you. But if you were a true Professional Car Salesman the time is right for you to get hooked up with one of the many remaining car dealerships. If you never sold cars before it would be a great time to become a car salesman and start a career in car sales so you can start selling cars for a living.

A Car Sales Career for a Nice Income

A Great Time to Start a Car Sales Career

Any of you that have been in the car business for any amount of time know that there is always a need for a good car salesman or woman. The high turnover in the car business is always been an issue, but a true car sales professional is like a commodity.  The professional car sales person can practically go anywhere and make a good living selling cars. (unless you sell Yugo or Daewoo) The car sales business is one field that you can work anywhere as long as you know how to sell cars professionally you have a car sales career. I am not talking about the person that thinks they might try selling cars, I am talking about the true Car Sales Professional making a car salesman income of six figures, now that is an automotive sales career.

There is going to be a new face to the business of selling cars. If you are looking to start a career in car sales, this will probably one of the best times to get started. You can have a great car salesman career or car saleswoman career if you are ready to accept the challenge.

Fresh Up on the lot!
KB

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