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Get Back to Basics – Car Salesman Tips
Every once in a while you’ll see a “Green Pea” (new car salesman) come out of training and hit the sales floor with their new car sales knowledge and start selling cars. This person follows their sales training and the car salesman’s advice to the letter and starts making offers left and right. They are excited and quite proud of their success in their new car sales career. They are smiling all the time and greeting their customers with enthusiasm as they rack up more sales and commissions.
Then, as time goes on, they start to think they can cut steps in their training and save time and energy. They also begin to believe that they can pick a safe sale at first glance and begin to pick and choose their customers. Then, before they know what hit them, their sales start to drop and so do their commissions. The new car salesman is scratching his head trying to figure out why no one is buying from them. It’s because they need to get back to the basics of car salesmanship training and sales tips. Read on and you will discover the most basic and important car salesman tips to be a successful car salesman.
Basic Car Salesman Tip #1: Discovery
The basic meeting is the first meeting of the car seller and the potential car buyer and a very critical step in selling cars. You know what they say about first impressions and it’s no different when it comes to selling cars for a living. Introducing yourself in a quick, professional manner is the right thing to do, but if you’re poorly dressed or smell like an ashtray, you stand a good chance of making a bad first impression. You must look, act, dress and speak like a professional to make a good impression. This car salesman tip will get you off on the right foot.
Basic Car Salesman Tip #2: Selection
This car salesman tip may seem obvious, but proper selection is often overlooked by novice car salesmen. You will never sell and the buyer will never buy the wrong car at the right price. Every car buyer would like to have the premium car at the price of a basic car. When you spend some time talking and determining their needs, you will save yourself a load of pain. If you show your customer the fully loaded model and they can only pay for the base model, you have the opportunity to embarrass them. However, if you show them the base model and they can pay more, they will balk. It’s easy to get them to upgrade to the nicer models, but very difficult and inconvenient to get them back to a model that fits their budget.
Basic Car Salesman Tip #3: Cherry Picking
Cherry picking is the practice of a car salesman who thinks he can determine a customer’s creditworthiness or buying potential just by looking at them. They will then decide whether to wait for that customer or let another salesperson help them. The downside to cherry-picking is that clients often dress up and intentionally try to look less desirable as a defense strategy. They want the seller to think they have no money or credit so they won’t be pressured. I have seen many sellers lose out on very nice commissions by cherry picking. The moral of this car salesman’s advice is that you can’t pick and choose buyers by looking at them. The more people you help the more you will sell; it’s all about the numbers.
When you enter a car sales slump, go back and read these very basic but very important car sales tips. You must be a professional from the start and know your client and their needs. Talk to as many potential clients as you can, stick to the basics and your numbers will continue to grow and so will your commissions.
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