Auto Dealership Training: Getting the Sale
Jun 11, 2009 More Saving
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Automotive sales training is the first step in getting your career started as a car salesperson. Every day there is someone new who wants to make the money you will make at your new career. To get started, here are a few automotive sales training tips to use in your new career path.
Getting to Know the Inventory
Many customers will feel more secure buying from someone who knows their stuff. Although the inventory will constantly change, it never hurts you to know the basics of what your lot sells. There are many options for you to use, to help you learn the options on your vehicles. Manuals, commercials and consumer reports are all at your disposal to help point out during your demonstration. A hand on experience is the most helpful, so you can learn about the options and also know how to demonstrate them to your customers.
Relationships with Your Customers
Building the relationship with your customer is the top priority above all else you will learn. When you build a relationship with them, they feel more comfortable and will trust your judgment. Once that trust is born, your job becomes easier. 7 out of 10 clients that walk on the premises are ready to buy that day, and are just looking for the right person to sell to them. As an auto salesperson, you want to be that person. Communication is the key to getting the sale, so ask questions. “Is this vehicle for you?” “Will you be using this for work or leisure?” These are great questions to help you begin learning what your client is looking for. This helps you to guide the conversation, and the customer, towards the right vehicle for their needs.
Looking At and Demonstrating the Vehicle
When demonstrating a vehicle, make sure you cover all the bases. Air conditioner and heat, turn signal options, cruise control, radio options, seat adjustments and many others should be considered for each model. Make sure you get the customer inside the car and show them each of these options, allow them to use these options while you are giving facts. This makes them feel involved, and this is what you need to help gain trust. If there are children, talk about the safety features of side impact air bags and child restraints. Remember that a customer with a family will want to know how this will benefit the family as well as themselves.
If a customer asks to drive the car, if it is your company’s policy, allow them to with you riding along. Scientifically, there is more adrenaline in a person’s system when driving a vehicle for the first time than there is when one is in a confrontation. This leaves the person susceptible to your ideas and suggestion. Planting the seed of the sale by again pointing out the options will help the customer to accept them more readily, when they have the opportunity to use them personally.
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