Have you heard of Joe Girard? This guy is the number one car salesman of all time. In 1973, he sold a huge 1425 cars in one year.
He sold so many cars that Guinness featured him in their record books as the best car salesman of all time, a title that few could challenge for. Let’s say that you want to challenge him: you need to know how to be a good car salesman.
So how can you be the best car salesman around? What do you need to know?
In this guide, we’ll show you. Read on and learn more!
Be Friendly and Build Rapport
To be a great salesman, you need to be able to put your customer at ease. Greet them with genuine warmth, openness, and enthusiasm. Make sure that they feel welcome at your dealership.
You should make sure that the customer not only feels welcome but valued. If you make them feel like they’re only a number, they could be put off. Show genuine human interest in them and their needs.
Build up a rapport with the customer with good small talk. Treat them like a friend, even if you’ve never seen them before in your life.
Help Them Help You: Ask the Right Questions
Asking the prospective customer the right questions can help you find them the right car and leave everyone more satisfied with the interaction. For instance, ask what kind of car or truck they’re looking for.
Ask what features they are looking for and what their budget is. Don’t give customers the chance to respond to questions with a single word: avoid yes-no questions or you’ll likely lose the sale.
When they answer, pay close attention to what they have to say. Making a customer repeat themselves could be enough to put them off.
Take Customers Out On Test Drives
Before a customer is willing to part with their cash, they’ll want to know how the car drives. Offer to let them test drive the car they’re interested in and ask how they like it while you’re out.
If they like the car, ask if they’d like to take it further and start the buying process. If they need time to think about it, give them the time! A hard sell will rarely win you favors.
Closing the Sale
Discuss the price with the customer and come to a compromise that works well for both of you. If the customer wants to pay in installments, assume that they are exaggerating their income a little.
We’d recommend cutting a quarter off however much they say they can pay per month to come to a more accurate installment.
Discuss the price with your manager, if they agree, close the deal and get their signature!
Whether you’re a seasoned veteran or a newcomer to the industry, you can always benefit from additional training. See if there is an automotive bootcamp in your area that can help you.
How to Be a Good Car Salesman: Solved
If you were wondering how to be a good car salesman, we hope this article has helped you. Apply the tips that we’ve outlined and you’ll be hitting sales records in no time!
For more great articles like this, check out the rest of our blog!