3 Things The Most Seasoned Salespeople Do to Seal The Deal
Whether you are a rookie car salesman or just looking to brush up on your sales skills, you have come to the right place. Any salesperson at any skill level in their career will always benefit from continuously educating themselves on ways to increase their sales potential. And not only is it important to keep researching new ways to improve your sales, you also want to look for new ways to improve the car buying experience for the customer. In this post, we will take a look at the top three things the most seasoned salespeople do to seal the deal when selling a vehicle.
- Remember The Phrase “Buyers Are Liars”: It isn’t at all uncommon for car buyers to use deception during their car buying experience. Why? Because they don’t want to be conned by the car salesman and put in a situation where they feel pressured to buy something they don’t want. They will use little white lies as a self-defense mechanism. And in this case, it is 100% up to the car salesman to change this. You will probably hear the car buyer saying things like, “Well, I have to talk to my spouse about it first” or “I’m still looking around and need some time”. They may say things that aren’t necessarily true so that they can protect themselves from the possibility of being taken advantage of by a car salesman. It is important to remember this and establish a genuine rapport with the buyer so they know that they are able to trust you.
- Never, Ever Lie to The Customer: Part of the reason why the term “buyers are liars” exists is because buyers know that many car salesmen can be bald-faced liars at worst and experts at embellishing the true at best. This is such a simple and seemingly plain concept, but it is one of the best you can implement: give your buyers the truth right off the bat. Don’t sugarcoat anything. Answer their questions directly. You want to immediately give them the sense that you respect their decisions and intellect and that they can trust you enough to buy a car from you. If you don’t know the answer to the customer’s question, tell them, “I’m not sure. But I will find out for you and get back to you with an answer”. Once a customer senses that you have not told them the truth, even in regards to what might seem to be a minuscule matter, they will have completely written you off as someone to buy from.
- Be Ready For Some Seemingly Senseless Questions: This is something that newbie car salesmen might not be aware of right away. Savvy car shoppers might ask a series of seemingly senseless and random questions. Those who don’t understand why a car shopper would do this will obviously be confused by these tactics. But a savvy car buyer is doing this to test both the knowledge and honesty of the car salesman. Once they have a grasp on whether or not you seem to really know your stuff and are prepared to give them straight answers, they will be more inclined to buy from you. Be on your toes and alert when it comes to this matter and don’t get thrown for a loop when the strange questions comes your way.
Looking for more tips on ways that you can improve your sales success while simultaneously making the experience better for the buyer? Don’t hesitate to contact us today with any questions that you may have. You can also visit our official website for additional information or keep reading our other blog posts for more free resources!
Author: Pete Maclnnis
Author Bio: Pete brings over 37 years of experience in automotive finance and technology as Founder and CEO of eLEND Solutions™. Founded in 2003 as DealerCentric, eLEND Solutions™ is an automotive FinTech company specializing in online and in-store digital credit, identity and finance solutions designed to create a more efficient and profitable vehicle purchase process for the retail automotive industry.