Not Asking for the Sale

You’ve probably heard this before, but not asking for the sale is one of the biggest hurdles to success for new car salespeople. It sounds simple, but there are salespeople showing cars, going for test drives, and doing walk-arounds, but not asking for the sale. It’s not difficult all you have to do is look them in the eye and ask them to buy the car. It can be done in several different ways and with several different car sales closing techniques, but if you don’t ask them to buy they will rarely buy. Asking them to buy is the best way to bring out their objections and you will not be able to overcome their objections if you don’t ask them to buy. I know it sounds too simple, but asking them to buy the car puts them on the spot and requires them to make a decision. I have probably seen hundreds of salesman that go on and on about the features of the vehicle and wait for the customer to say yes I will take it, but that rarely happens until you ask for the sale. I’ve seen salesman talk the customer into buying the car and then just keep talking and talk themselves out of a sale. Once you ask for the sale and get an answer you know what you need to do next either start the paperwork or start overcoming objections.

Not Listening

The quickest way to blow a sale is by not listening to your customer. I’ve said it over and over again spend enough time with your customer and listen closely because they will tell you how to sell them a car. They might not use the exact words they may not lay out the steps that you need to take, but they will tell you how to sell the car if you listen closely. Customers will not make it easy for you, at least not most of them, but they will tell you how to sell them a car. I’ve seen countless numbers of salespeople try to close a customer on a particular car only to discover that they were trying to sell them a car they didn’t really want or car that contained options or features that they didn’t want. Listening closely to the customer does not mean you have to believe everything they say, but you do need to listen very closely to every word they’re saying so you can sell them a car.

Attitude

I’m sure you have all heard that attitude is everything, but when it comes to selling cars your attitude is probably the most important factor in becoming a successful car salesperson. Your mental attitude whether it has to do with your personal life, the dealership or your customer is often a deciding factor on whether you will be a success in the car business. In fact this is such an important aspect of selling cars for a living that I’m planning to do a post just on attitude. Your attitude comes through no matter how well you can put on a smile and go through the routine. When you have a positive attitude it shines through and nothing sells cars like enthusiasm. The salesman that comes across to the customer as a positive and upbeat person will sell many more cars than the person that has an attitude problem.

Part Five the last part of “Why Car Salespeople Fail”

Read Part One, Part Two and Part Three

Later, Fresh Up on the Lot

KB

Get the Book and Sell More CarsSimilar Posts:

• You Can Sell More Cars
• Why Car Salespeople Fail – Part One
• Why Car Salespeople Fail – Part Five
• Shut Up a Car Salesman Tip
• Why Car Salespeople Fail – Part Three
• Car Sales Objections – Reasons or Excuses

Let me explain, when you try to push yourself harder for a few days or week to sell more cars your attitude, demeanor and methods change and therefore your customer is dealing with a car salesman that is not the real you. You are trying to push the car buyer harder, try to close more and trying to use car closing techniques you normally wouldn’t use and you are not the car sales professional that you are the rest of the month. You are working harder, not smarter and when you are selling cars for a living you need to work smarter.

Selling More Cars Starts in Your Head

When you work harder to sell more cars on a short deadline you do all the things that are focused on multiple sales rather than one sale and the customer feels pressure which makes them uncomfortable. The car buyer can’t put their finger on it, but they feel uncomfortable because you are not yourself. You need to be confident and personable to earn the respect and the confidence of your customer, but when you try too hard to sell more cars you have a tendency to turn the customer off because you are focused on selling more cars and not the one car to the buyer in front of you.

You Will Sell More Cars as You

Stop trying so hard and be yourself and you will sell more cars. Focus on each and every customer and only that customer until they drive away. Then the next one and the next one the numbers will come when you give your customer 100% of your attention and do what has been working so far and not what doesn’t. Car buyers can pick up on the slightest things that don’t feel right and if you are trying too hard you will turn them into Be Backs (You already know about Be Backs).

It’s OK to be a little cocky and full of confidence, but a little can go a long way. If you are going to push yourself or try harder to sell more cars that’s fine, but start at the beginning of the month and do it all month long so it becomes a part of you and not at the end of the month. Just like the movie Field of Dreams “build it and they will come”, sell one car at a time and the numbers will come. Be yourself and you will sell more cars because the car buyer can sense more than you realize. Consistency, confidence and focus will have you earning a six figure income, now that’s real car salesman compensation. Sign up for more car salesman tips on the right.

Later, Fresh Up on the Lot

KB

You Can Sell More Cars – Get the Book – Start Selling More Cars NOW!

Have you considered other Automobile Sales Careers?Similar Posts:

• How a Successful Car Salesman Thinks
• Selling Cars is All About the Numbers
• Being a Car Salesman or Saleswoman
• Car Salesman Words
• Selling Cars for a Living and Desperation
• Stop Trying to Make Car Sales Appointments

I have sold cars to many people that would tell me that they sold cars before and when I ask them more about their car sales career I find out that they had a hard time making a consistent income. I am not talking about these people, stories and rumors to scare anyone from being a car salesman or car saleswoman. In fact I am a big fan of a career in car sales. I think it is one of the best ways to make a six figure income and have some fun at the same time.

Being A Car Salesman or Car Sales Woman – You Can Too!

Many people could sell cars for a living and do quite well if they understood the car business better and that is one of the reasons our blog Car Sales Professional. Many people think that in being a car salesman means that you need to have the “Gift of Gab” or to be a very social and talkative person. That is not the case when it comes to selling cars. In many cases new sales people that talk too much will very often talk themselves out of a sale before they knew what happened. Talking is a very small part of the overall communication between the car salesman and the customer.

Being a car salesman does not require any specialized skills, it just requires you to have an open mind and be willing to learn the car business. Any car dealership that you sell for will have a car sales training system that they use because it works for them. Follow their car sales training system, pay close attention to everything, watch the top sales people and read our car salesman tips.

Being a Car Salesman is Not for Everyone

You will find that car sales career is not for just anybody, it takes a certain type of person to be a successful car salesman. One thing that scares most people away from being a car salesman is way that the sales person gets compensated. To many people the idea of getting paid a commission for their sales results is just too scary for them. They want to know exactly what they are getting paid each week. Sure it would be nice to receive a fixed amount each week or month, but if worked a little harder and closed an extra sales or two every month you might be able to to earn an extra $1000 or more each month.

Being a car salesman gives you the ability to control the amount car salesman income you receive and that is my favorite part. Working a little harder as an automobile salesman doesn’t require much, maybe a couple more phone calls or a couple more ups each week and you have the potential to earn an extra couple of thousand dollars that month. I said work a little harder, but it is really about working smarter. As a car sales person you use your words, your pen and your head to make more money, there isn’t any physical labor involved. I love the car business for the ability to make as much money as you want and the varied automobile sales careers. You can give yourself a raise with very little effort, that alone is reason enough to become a car salesman.

Being a Car Salesman is a Great Career

You will notice that the top sales people and the bottom sales people use the same system, the difference is the sales person. Being a car salesman or car sales woman or should I say the top salesman requires a positive attitude, a desire to succeed and going the extra mile by learning all you can learn about selling cars. Don’t forget to implement the Car Salesman Tips on the blog and take more ups.

Later, fresh up on the lot
K.B.

Sign up on the right for more on Being a Car Salesman and Free Car Sales Tips

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Stop the vicious cycle and make a change now!… Click Here and Get the Book!Similar Posts:

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How Can I Sell More Cars

One of things that I have learned after selling cars for any period of time is that most car sales people become conditioned. After you talk to so many people and taken so many test drives you become conditioned. You have been talking about all the features of new cars for so long that they are not special to you. They are the same old thing, day and day out. Then you begin to leave out some of these features in your walk around which will have a big impact on your ability to sell more cars.

You know about all these great features but your car buyer does not. If just one of these features is important to your car buyer and you did not talk about it and the car salesman at the car dealer they just came from earlier or yesterday talked about it there is a good chance they are going to prefer the other car and sales person. The car from the other dealer may have been a similar car with the same feature, but your competitor told them about the feature and you did not. We would think that if this feature was important to then that they would ask about it, but from experience we know that the car buyer is sometimes too shy or embarrassed to ask all those questions and instead they assume. When they assume you could lose a sale and your competitor will sell more cars. They won’t tell you why they are not buying today (they rarely do), and they go to the other dealer and buy a car. You will never sell thirty cars per month like that.

Selling More Cars by Thinking Like the Car Buyer

You average car buyer may only buy a new car every 4 or 5 years and things can change a lot since the last time they bought a car. Some of the features that are standard in cars today were options or not even available 5 years ago. Get in the habit of thinking like the customer. Ask the questions, find the Hot Buttons, and get in their head. You might be sick and tired of talking about something like ABS brakes and you just mention that your car has that feature, but you need to tell them what ABS brakes can do for them. Give them a common scenario about how ABS brakes can keep them from having an accident. A scenario that makes them understand that they will be much safer in your car. Yes, almost all cars have ABS brakes today, but if you tell them and give them a scenario and your competitor does not your car is going to be the car buyers choice. This might sound too simple for a car salesman tip, but I see it happen all the time and the salesman that does talk about all the features will sell more cars.

Tell Them and Sell More Cars

I used ABS brakes as example above, but they are so many features in today’s new cars that you can talk about with the customer to sell more cars. Obviously not ever feature is going to be important to everyone, buy if you leave out the one feature that is important to you car buyer you might lose the sale and your car salesman income. You might not need to cover every feature as long as you can get in to their head and find out the ones that are important. We all know how important it is to tailor your process and procedure to the different types of car buyers that we meet every week. The better you cover the features that are important to them the closer you will be to that six figure income and sell more cars. Maybe you could sell thirty car per month, it can be done.

Later, Fresh Up On The Lot
K.B.

Start making more car salesman commission and selling more cars….Read The Book!Similar Posts:

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Creating urgency in your car buyers mind needs to be handled very delicately because it directly impacts your car salesman income. You have seen comedy skits and TV shows that depict being a car salesman and asking the car buyer “what can I do to get you to buy today” and in essence that is what we are trying to do. We want them to buy a car now, while they are at our car dealership. Of all the car salesman tips this is probably one of the hardest for sales people to grasp and execute properly.

Car Salesman Tip – Plant Urgency Seeds

When you are working with a car buyer you should be creating urgency throughout the car sales process. From the walk around to the test drive and through to negotiations you should be planting seeds to create urgency. Implement this car salesman tip from the very beginning of the process, have the customer select the car that they are interested in and then you will compliment them on their choice and mention how fast they have been selling. Don’t overdo it, just a little small talk about how well it has been selling and that everybody that bought has been very happy with the car.

Gently Create Urgency – Car Salesman Tip

Now when you go on a test drive with you car buyer you will continue to plant seeds and add comments that will create urgency. You might say: “I can certainly see why these cars are selling so well, the ride or style, or power or whatever is very impressive”. Again, just a few comments here and there, no cheesy lines about the selling ending in an hour or something along that line. Change it up and show genuine concern that you want them to have the car they really want and not settle for their second choice. It is not always what you say, very often the most powerful communication is what you don’t say.

To sum up this car salesman tip; give the cheesy lines a break and raise the bar. Plant the small seeds to create urgency from the beginning of the car sales processes all the way to negotiations and closing. We really do want to sell the car now, but the “classic car salesman pitches” won’t help you, unless you use them as a joke to put the customer at ease. When you learn to create urgency slowly and without sounding cheesy your car sales career will be getting closer and closer to that six figure income and the reason you chose to become a car salesman.

Later, Fresh up on the lot
K.B.

Sign up on the right for more Car Salesman Tips!

Create Urgency that matters to your Car Buyers …… Get the Book!
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