Selling as many cars as possible can be more challenging than you think. As with any industry, there are certain best practices to follow to maximize your ability to succeed in the automotive world and make your career at a dealership a fruitful one.
Regardless of whether you’ve been working in car sales for years or you are just thinking about getting into the industry, learning tips like these and brushing up on the fundamentals will help you excel in your career. Here are four things you can do to ensure success in the world of car sales.
1. What to Do When Clients Are “Just Looking”
If you ask a client what brings them to your dealership, chances are they might say something like, “Oh, I’m just looking.” Customers often go to dealerships simply to look around and are wary of showing too much interest.
This is when you can flex your muscles as a trained salesperson. Although they might say they’re just looking, you can use this as an opportunity to turn looking into buying, whether that same day or in the future.
For example, after introducing yourself and learning the clients’ names, you could ask what kind of car they would like to see. This kind of question helps you get more information. It also frames the conversation around what kind of car the client is interested in, rather than whether they want one or not.
2. Let Clients Build Trust With You as an Automotive Worker
However, it’s also important to remember that not every client searching for a new car will be keen on being persuaded right away. Instead of pressuring them into buying a new car and making a sale, your focus after car sales training should be on respectfully engaging with clients and gaining their trust in your expertise.
When customers have their guard up toward salespeople, it is important to have a confident, professional attitude, while also listening to them and respecting their space. Sometimes taking a step back will help them take a step forward later.
3. Build a Relationship With Clients Through Open-Ended Questions
As far as creating trust with a client is concerned, one great way of doing this is by asking the right questions. Ask more open-ended questions, which will give your prospective buyer the opportunity to open up to you while feeling little to no pressure.
Examples of these types of questions include:
- “What are you looking for?”
- “What do you like or dislike about the car you currently drive?”
- “How do you feel about our selection of cars?”
It’s important to get a sense of the client’s wants and needs before trying to make a sale happen. Asking open-ended questions lets them feel at ease and allows you to demonstrate your knowledge and expertise.
4. Experts with Car Sales Training are Always Positive and Enthusiastic!
For those in automotive sales careers, it’s important to remember to always maintain a positive and enthusiastic attitude. More often than not, enthusiasm results in sales—after all, some say it’s contagious!
Even if prospective buyers do not show excitement over buying a new vehicle, it is better to have the attitude that they are definitely looking forward to getting one. Being enthusiastic and expressive with them about the car they are interested in will help get clients closer to a decision. Use the knowledge you gain from asking them questions to highlight the car’s strengths and relevant qualities as much as possible. A positive and upbeat attitude will help maximize your sales while also making the experience pleasant for the client.
Interested in auto sales training?
Contact Automotive Training Centres to find out more!