Here's some car salesman training for you to think about: the next time you go into a store to purchase something as a customer, think about how the salesperson is working for you and then think about how you would like to be treated by that person. You want to be treated like an individual by someone who is knowledgeable about their product and who can make the right recommendations based on your needs and not one what they want to sell you to meet their needs.
Once you considered this, think about how you as the car salesperson treat your customers and then ask yourself, 'Am I selling them this car based on their perspective as a customer?' If you answer no to that question, then you may want to reevaluate your current sales strategy. Putting your feet in your customer's shoes - and we don't mean literally - will go a long way to understanding how to approach and work with your customers to get them into the vehicle they want and close the sale.
How?
Let's take a look at the four steps most customers - including yourself - take when they go to buy an item.
Step 1: Establishing a relationship.
Each sale requires that the salesperson and the customer establish a relationship in order to work the sale. The better the relationship between you and the customer, the more likely a sale is going to be made. So if you want to sell someone a car, then you will want to treat your customer with respect and gaining their trust.
Step 2: Decide whether or not there is even a remote possibility of getting a sale.
Help the customer understand how the process works from start to finish and listen to what they are telling you about what they are looking for. If you weren't listened to by a salesperson, you'd walk away. Listening is key to closing the deal.
Step 3: What kind of opportunity are you offering your customer that no one else is?
Your customers are going to be weighing the pros and cons of buying a car with the biggest consideration being price. Talk to them about what they thinking, how they are feeling. Listen to their concerns before putting any form of offer on the table. This helps them feel safe that they are making the right choice in purchasing the car from you.
Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you'll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you're their final answer.