Do you follow a set script when you get ready to sell a car? Successful car salespersons will often use the same pattern - or script - over and over and close the deal every time. Analyze the steps you take to make a sale. You greet the customer when they enter the dealership. You talk to them and build up a rapport with them. You listen to - or investigate - their particular needs in an effort to help them get the right vehicles for their needs. You give them a brief rundown of the vehicle's features and then present a more detailed explanation of its features as you look at it. You work through your customers objections. You close the sale.
HmmI think I might need a script
If you sit down and work out a script in your head of how you will handle each of these different steps, you are going to find that your sale pitch is easier to give. You will not stammer, you will be able to handle every situation that arrives when you are in the middle of the sale, and you will find that your professionalism and confidence is stronger than ever. With a script, even if you are new to the auto sales business, you will be able to maintain your composure and act accordingly.
And I put in my scriptwhat?
dialogue in your script that is natural to your brand of selling and that is engaging to the customer. Make sure your greeting includes your name as you will find that most customers are willing to open up to you when they know who they are talking to. Offer them your hand in friendship and if the whole family has come out to buy a car, make sure you get everyone's name and talk to them as group.
Building a rapport is a matter of engaging in a little bit of small talk. You can use some common sense here. If the customer has kids, ask them what they like to do. Kids tend to be a bit shy, but they are great ice breakers can help you broach a topic with mom and dad. For example, you ask little Timmy is he likes sports you can say you like football and root for the Pittsburgh Steelers. You'll find out that mom and dad are either fans or hate the team, and some good natured conversation or ribbing can then ensure before you move on to actually finding out what they need and setting them in with a new car.
Above all else, remain professional in your demeanor, polite to your customers, and upbeat about helping them. With a good script in hand you will close the sale every time. - 16738
HmmI think I might need a script
If you sit down and work out a script in your head of how you will handle each of these different steps, you are going to find that your sale pitch is easier to give. You will not stammer, you will be able to handle every situation that arrives when you are in the middle of the sale, and you will find that your professionalism and confidence is stronger than ever. With a script, even if you are new to the auto sales business, you will be able to maintain your composure and act accordingly.
And I put in my scriptwhat?
dialogue in your script that is natural to your brand of selling and that is engaging to the customer. Make sure your greeting includes your name as you will find that most customers are willing to open up to you when they know who they are talking to. Offer them your hand in friendship and if the whole family has come out to buy a car, make sure you get everyone's name and talk to them as group.
Building a rapport is a matter of engaging in a little bit of small talk. You can use some common sense here. If the customer has kids, ask them what they like to do. Kids tend to be a bit shy, but they are great ice breakers can help you broach a topic with mom and dad. For example, you ask little Timmy is he likes sports you can say you like football and root for the Pittsburgh Steelers. You'll find out that mom and dad are either fans or hate the team, and some good natured conversation or ribbing can then ensure before you move on to actually finding out what they need and setting them in with a new car.
Above all else, remain professional in your demeanor, polite to your customers, and upbeat about helping them. With a good script in hand you will close the sale every time. - 16738
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
