Like any other type of sales, there are certain sales skills that are required to make sales, and often, there are concepts and practices that are specific to an industry.
I noticed this comment in an article relating to car sales training and was struck by how relevant it was in all of the various sales roles I had been involved in.
“The problem I see with most salespeople is that they want to take shortcuts and skip steps.”
I couldn’t agree more.
You cannot start pitching until you have established some sort of rapport and trust with the customer. And tell me, how can you sell a product if you haven’t asked questions to find out what they want?
Now that is just the absolute basics. There is an art in being able to drill down on the customer’s wants and desires. And if you are interested in car sales training to sell more cars, you can do no better than taking advice from the best car salesman who ever lived.
Car Sales Training – It’s all about speed
Have you ever heard that comment in car sales training?
It’s all about speed.
No, I don’t mean how fast the car will go.
Have you ever heard the adage “fast-talking salesman”?Know why that came about?
Well, let me give you a hint.
People talk at the same speed as they think.
So, if someone walks onto your lot and they are talking really slloooowwww.
You need to slow down to their speed of speech.
If you do not slow down, you’ll be talking while they are still thinking about what you’ve already said.
How can they possibly get what you are saying?
They’ll miss half of your statements.
It won’t make sense to them.
If it doesn’t make sense, they will not buy.
Most likely, you’ll just confuse them, and they’ll call you” a fast-talking salesman”.
Conversely, if they speak really fast, you’d better be prepared to speed up.
Otherwise, you’ll just bore them, and they’ll move on.
So, match the speed to make the deal.
Car Sales Training – Questions about Wants or Needs
When you start asking questions of your client, you may want to ask, “What do you need in a car?”
That’s not the best question.
Why?
When most people talk about a need, they are thinking about what they absolutely must have.
Air is a need. Food is a need.
You cannot exist without them. They are must-haves.
So, if the customer needs x and y, and z in a car, then if you don’t have x,y, and z, you have no chance of a sale.
Not quite true, really, because you can sell your way out of that bind
But, why get yourself into trouble in the first place?
Better to ask, “What do wantWant in a car?”
You see, wants are different, aren’t they?
I want clean air. I want tasty food. I want a trip to Europe.
Is it essential that I have these things? No.
This is only a small part of this car sales training.
Because you need to be listening carefully for certain things when a person answers this question.
Things that will make it much easier for you to make a sale.
But that’s another story.
Car Sales Training – WIIFT
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WIIFT
Know what that means
It means what’s in it for THEM.
The term is applied a lot in marketing, but it is equally valid in selling.
When someone comes in to buy a car from you, you need to establish WIIFT.
If you take note of one single thing I mention in relation to car sales training, then this could be it.
It makes absolutely know sense to start rattling off the features or benefits of a car till you know what they want. You may rattle off all the specs and how it’s reliable and frugal on gas, et c e,tc BUT they may just want a little one that’s a certain shade of red. It has to be small enough to fit in the garage of their new apartment. I’m serious, I have seen cars bought for these reasons.
So, DO NOT guess what the customer wants or take the “scatter gun” approach and mention ALL the features and the benefits to them. Find out what they want.
And you find that out by asking questions.
