Not only will you end up selling more cars, but you will also create a closer bond with your customers. Let me give you an example of a true experience that I had early in my car sales career to illustrate my point. I received a phone call from a customer that I sold a car to about six months earlier and he asked me if I would be in that afternoon and if I had a good selection of the model car that I sold him six months earlier. I said that I would be in the dealership and that I did have a great selection. I then asked him why and he told me that he would be in to see me in a little while and tell all about his request.

Connect with Your Customer and Sell More Cars

About an hour later he came in with his wife and daughter and told me why he asked such a question. It seems that he and his family were in a nasty accident in the car I sold him only six months ago and that the car was totaled out by the insurance company. He told me that he was broadsided in an intersection by a larger vehicle than his and that the only injuries that he and his family incurred were some scratches and bruises.  Both he and his wife told that they wouldn’t even consider owning a car that wasn’t the same make and model that they had. I was relieved that they were alright, but talk about selling more cars.

Obviously I sold them another car and several more cars since that time. Each one was easier to close because they felt comfortable with me based on the previous experience I provided when buying a car. However the real payoff was the story that I have shared with many car buyers over the years. I have sold more cars and created more relationships with buyers than I can recall by using that story. This story portrays the experience that my customer had and ultimately became a third party testimonial.

Selling Cars is a People Business

This is a real-life story and one that people like to hear when they are considering the same automobile. The value of such a story and similar stories can be exactly what you need to close the deal sometimes. It’s not a commercial or a brochure; it’s a real-life story that can help you sell more cars. I may not have ever heard this story if it wasn’t for good car sales follow up and a positive car buying experience. I feel compelled to tell you that I have also received several referrals from that customer.

I am not telling you to fabricate a story to sell more cars because there are plenty of these real-life experiences to go around. Take your time, listen to your customers and learn more about them. People buy from people and more of them will buy a car if they feel that you care about their wants and needs. Do your follow up and ask for referrals because you can always sell more cars with stories.

Later, Fresh Up on the Lot

KB

You can sell more vehicles when asking for referrals and doing your follow up.

Check out the book Prospecting, Referrals and Follow Up!Similar Posts:

• Car Sales Prospecting It Pays
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I have talked to many people over the years that bought cars and most of them said that the sales people from other dealerships never or rarely called them to follow up after their visit. They said that they assumed that the salesperson didn’t care if they bought a car or not once they left the dealership. I have noticed that there has been a trend over the last few years that more sales people are following up with their Be Backs, but it is not significantly higher than it was. So why did these people come back to buy a car? Because the salesman followed up with them and seemed to be genuinely interested in helping them purchase a vehicle. The net result is that the car salesman that is following up is selling more cars than their counterparts.

Be Backs are Buying Cars

Very few people come to a dealership to spend an hour or two with a car salesman unless they are going to buy a car. It doesn’t take more than a couple of minutes to follow up with your Unsolds via the telephone or email, but if you want to sell more cars you better start making some calls with the people that you didn’t sell yesterday. Granted you will learn that many of them bought cars after they left your dealership, but not all of them. When you follow up with a customer from yesterday that you weren’t able to close they might tell you they bought already, they changed their mind and they are going wait or they will be pleasantly surprised that you cared enough to call or email.

The people that you talk to that give you excuses like they bought already or that they are waiting don’t want to talk to you for some reason or another, but the ones that will talk to you and tell you what is going on can be your ticket to your next sale. So the next order of business is to get them to return to your dealership. However you need to give them a good reason to come back. The reason needs to be compelling, or informative so they have a reason to return that benefits them. It could be to have another look at their trade-in, new incentives or you believe that you can get closer to their price (don’t make any promises on the phone and check with your Sales Manager first) or maybe you did some research on the vehicle they were considering and you have the answers to the questions they had while they were there earlier.

Be Backs Will Help You Sell More Cars

When a Be Back returns to your dealership the closing ratio is significantly higher than it was on their first visit. In fact most Be Backs sell on their second visit. You have several things on your side when you are able to bring a Be Back back into the showroom. 1. One is that they are ready to make a purchase or they wouldn’t bother. 2. They are getting tired of shopping for a car want to get it over with rather than visit more of your competitors. 3. They know where you were last time on price and trade value so they won’t expect crazy results.

I am not saying that you are going to get a great number of Be Backs to comeback and buy a car from you, in fact the percentage will be quite low. However the time you spend with customers that return to your dealership will be less than the first time and they are very likely to leave with a car. This is a great way to add a few more sales to your monthly car count which will allow to you to sell more vehicles month in and month out and often help your reach a bonus.  Don’t count on Be Backs because we have all been disappointed in the past, but this one easy way to add a couple deals a month and ultimately sell more cars and make more commission.

Later, Fresh Up on the Lot

KB

You can sell more cars too! Get the Car Salesman Book.

Start generating Your Own Customers and Get Be-Backs Back-Prospecting Referrals and Follow-Up

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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:

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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.

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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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