Opinions differ on the best way to close an auto sale. Is the sale closed in the first five minutes? Must you counter all thee buyer's objections? Do you need to avoid the stall and force a decision now? Or should you try to decide who is really making the buying decision. All of these strategies and more can play a part in closing the sale. Let's take a closer look at some auto sales training on how to close the sales.
Go to your local bookstore and youall find lots of manuals on how to sell vehicles. You need to keep in mind that selling a car is a lot like selling any other product. You can use the same basic principles whether you are selling appliances, clothing, or fine art. Deciding who really has the buying power in a couple going car shopping is an important part of vehicle sales. If a couple comes in to browse vehicles, try to quickly figure out who will be making the ultimate decision. If you donat figure it out (or you figure wrong), you will be delivering your sales pitch to the wrong audience.
An effective greeting to the customer is a real necessity, too. Itas always a good idea to approach the customer with a statement they can answer ayesa to. Asking something friendly like, aNice color, isnat it?a is a great way to strike up a positive relationship with the customer. Almost no one would answer anoa to a friendly question like this one. Agreeing with you on something will help the buyer to feel more comfortable with you, and that will enable you to close the sale with him.
After beginning to build a relationship with a good greeting, you need to uncover your customeras needs in a car. This is critically important. As great as your sales pitch is, you arenat going to sell a sports car to someone who has a family and a dire need for a minivan. You can ask questions to find out what they really want, but also pay attention to nonverbal cues like body language.
Make sure to do your homework. Know car basics and also be informed about specifics of the car youare trying to sell. Customers may have objections that you can easily answer if you just know a little about the subject. Many of buyersa concerns about gas mileage or car safety can be put to rest if you have done your homework.
Remember your auto sales training on how to close the sales. A successful car saleman makes it appear that the price he is quoting is a special one-time price that will not be available tomorrow. After all your hard work, you don't want to be just the first person who provided the information the customer will go off and use to dicker with another dealer. You want to be the salesman who sold the car.
To effectively close sales, itas always best to do it during the first visit. Letting the customer go is a gamble. He may not return, and if he does heas likely visited other dealers, gathered more information (and objections), and thought of all kinds of new concerns that you need to deal with. High-selling salesmen get the ball rolling on a sale, or at least make the customer feel that it has, as early as possible. Examples are asking to see his trade-in or check out his credit.
Auto sales training on how to close the sales is extremely important. Don't be the buyer of your customer's excuses. Instead, greet the customer effectively, decide who is buying, use good automotive sales management, be well informed, ease the process along, make a one-day deal your customer can't refuse, and use your auto sales traning on how to close the sales.
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