What do people want to see in a salesman when they go to buy a car, flash or product knowledge?

Question

I know my product and sell pretty well , but I try to make my customers feel at ease and allow them to leave the showroom sometimes before finding their reasons for not buying.I want to make it easier for my customers to get the best deal but they seem to think that we(salesmen) always have something up our sleeves.Still I cannot seem to break that 15-18 car/month threshold.Anyone have any advice?

Answer 1

Knowledge is the key. In my experience, 99% of car salesmen know less about the cars they 'sell' than the customer who has done a little homework. Know your cars thoroughly. Know more than the customer!

Remember, retail sales are a 3 step process:

1) qualify the customer - what are they looking for? What model? what features? what price range? etc.

2) demonstrate the product - show them the car fulfills the needs they want fulfilled (that you identified by asking them lots of questions in step one!).

3) close the sale. Many 'non-pushy' techniques can be used. e.g. "do you prefer the blue or silver model?". "Would you like to see what kind of interest rate we can get for you?" "Would you like the extended warranty (or other legitimate add-on)?

Best wishes and good luck.

Competent and honest car salespeople are truly rare. However, they build a following of customers who REFER their friends and return themselves for future purchases.

Last suggestion, every day - EVERY DAY - read something from a good book on selling: Og Mandino, Zig Ziglar, Conant Nightengale, and many others.

Answer 2

When I walk in your showroom, be calm, introduce yourself, stay calm, be helpful but don't hover around me. Be readily available to answer questions I have about the product and don't give me any "sales talk" boasting about the car beyond what is concretely verifiable, and maybe something I'm specifically concerned about. But, most of all, just stay calm and relax. I came in there because I have a need. I'm smart enough to have come to an appropriate business, so I'm not stupid. If I have questions, I'll search you out, so be readily available. It's a difficult walk to take, to "be available" but not to "hover". And honesty always wins me. I remember when I bought my last vehicle, a nice diesel pickup with a crew cab and 4 wheel drive. It was in the evening when I went to the dealership, and when he began feeling like he wasn't going to close the deal, he told me very cordially that that was his greatest fear at that moment. My reply was that I didn't like shopping for anything, and I was there only because my wife made me go shopping for a new truck, and if he had the truck, and the price, we'd make a deal, now or tomorrow. I also told him which other dealers I went to, and why I hadn't bought their pickups so far. He relaxed a bit, and the next day he got the exact pickup I wanted, delivered to his dealership, and we signed the papers. So, stay calm, relax, be available but not "hover", know your product, and be honest. You'll get me every time. God Bless you.

Answer 3

BULLSHIT Nobody FORCED you to do anything. They didn't lock you in the room and refuse to let yuou out if you didn't sign the contract. They didn't hold a gun to your head. You have a voice and you have the ability to say NO. And that is exactly what you should have done the minute that arrogant SOB said. "well you don't have to get them, but then again you don't have to buy a car from us". I would have agreed with him and walked out right then and there. Screw that idiot. You did this to yourself. There are a thousand cars stilling on dealership lots for every car buyer in the USA. They need you a lot more than you need them. There is no reason on this earth to do business with people who treat you like crap and lie to you. You need to learn a big leasson here and that is to become a better judge of character and to use your brain and backbone to make important decisions, not your heart.

Answer 4

Here's one biggie I think many salespeople don't do enough of: know your competitors products in addition to your own. If you're selling Hondas, you know your customers are going to be comparing to Toyota, Nissan, etc, so make sure you know the differences - ask them what other makes/models they're looking at, and talk about what advantages you have over the other product, but without bashing the competition.

If I'm considering a Camry and I go to you to drive an Accord and you bash the Camry, I might get insulted that your trashing a car I'm thinking about spending my money on.

Emphasize your products strengths, not your competitors weaknesses.

Hope this helps!

Answer 5

People dont wanna see a salesman, they wanna see a friend. They wanna know youre gonna do right by them, and that you (or your company) is going to be there when they need service. Theyve got to see more confidence in your step that you know you are the besat guy to talk to, than dollar signs in your eyes! Gotta learn to hide them better! Be more fun, and have a great time with your customer before asking them for the sale, and do your best to avoid long, drawn out conversations about price before you actually get their commitment to buy, and to buy today. They came to your lot for a reason, and the reason is they need a car. Now love them because they want what you have. good luck.

Answer 6

You usually do have something up your sleeves lol. But there is NOTHING worse than a car salesman that knows nothing about cars and acts like he does. I certainly know a lot more than most being and engineer but it is just rediculous sometimes. Sounds like you are doing ok though...just don't act fake. That is one thing that sticks out when talking to them...likes it painfully obvious that it's all just a show. Be casual and informal sometimes, talking about other things than just the car. Find something in common with them (hobby or interest) and talk about that with them and flatter them while looking at the car....then it will seem like your just a cool guy to talk to instead of you pushing a POS car that you know nothing about down their throats. Good luck!

Answer 7

I prefer salespeople who know the vehicles they are to sell, and who know the limitations of what they have. I have no time nor use for a pushy salesperson that knows nothing about what the vehicle can or cannot do according to how I intend to use it. I'd rather they be honest and say they don't know and go find out than have them feed me a line that we both know is false to try and impress me. I do my homework before shopping; I would hope that you would, too, since you get paid to know it and I don't

Be yourself, be as honest as you can, and be pleasant even when someone finds something that you said was inaccurate or misleading. Not all of us are trying to "screw" the company, but with the high costs of vehicles, I/we want to know that what we are paying for is what we need and/or want, not what you need to sell to keep the manager(s) off your butt.

Good luck.

Answer 8

A friend of mine from college was the nephew of the owner of one of the largest dealerships in the city and was selling cars when he was in high school. He would often get into trouble, because he could sell someone a car for ridiculous amounts over it's actual value.

He told me you could sell someone anything if you are their friend. Make them feel like you're their buddy, and they'll believe you're giving them the best deal no matter what you charge.

Answer 9

Don't sugarcode them, they get so pissed so fast and only tell them you can get them approved if you really can don't give them the standard o just come down to the dealership I have a Pre approval for you.

Everyone under the sun is Pre approved don't play the game with your customers you will find that they will think higher of you if you are honest and don't waste there time.

Answer 10

I don't even want to SEE a salesman until I've looked the car over that I want to buy..THEN I'll talk to one..(I hate being followed around and pestered)