#how to sell a car
Car Sales Techniques
10 Tips to Help you Sell More Cars
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I have a couple of new salespeople at the dealership.
When I got in the car business almost 18 years ago, I was thrown to the dogs. I had no worth-while training, the only close I learned was “If I could, Would You. “, my only technique was selling on price and quite frankly, I SUCKED! Later, I moved back to Michigan and had a great manager that took me under his wing and taught me a few good techniques. I am going to share some of these with you.
Tip #1: Stay Away from Negative Salespeople, Huddles, etc!
I can’t stress this enough. There is a type of salesperson in the car business that I call an Old Timer. They think they know everything, they don’t want to learn new things, they are average (or below average) salespeople and they take great fun out of bringing new salespeople down to their weak level. Every dealership I have ever worked in has at least one. Hell, I have even been one before! LOL
They never give good advice and if they try, they lack the skills to even know what they are talking about. They are good at making excuses as to why things are bad instead of learning/trying new things to sell more cars. They get jealous when a new guy knocks a “home run” and claim that other salespeople are outselling them because “they get all the house deals!” They are poison to a new car salesperson. Stay away from them! Avoid them like the plague.
Tip #2: Use a Great Greeting!
Bad greetings include, “Can I help you?” or “Can I get someone for you?” or the ever popular, “Can I help you OR get someone for you?” That was my greeting for my first 7 years in the car business and I am convinced that it cost me enough to pay cash for a new house. Seriously!
What, you may ask, is wrong with this greeting? You see all the old timers using it! Well, it is easy to create a “reflex objection” buy starting off with a yes/no question. Someone may answer, “I’m just looking.”
The greeting you should use: “Welcome to ABC Motors. I’m (your name) and you are. “
Walk into a “Moe’s” one day where everyone yells, “Welcome to Moe’s!” Walk into a department store when someone says, “Welcome to JC Penny.” What comes out of your mouth? Not “I’m just looking” but rather “thanks!”
A good greeting is very important and will start the sale off right by allowing you to get control early-on. It will also make your customer feel welcome and appreciated.
Tip #3: Do a T.O. (Turn Over)!
Let a manager have a crack at a customer before they leave. They might say just the right words. On an average month, I personally close around 5-10 customers for salespeople who did a T.O. (I do F