Many people walk into a dealership and already have a negative perception of car salesmen, and so your job is to change that image into something positive for the customer. However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process. This step is fairly straight forward, but it is also the great undoing of many a … ‘A’ – Attention calls for drawing attention or attracting of prospect. This method can be very effective and profitable. In short, in 101 ways to succeed in selling, Greg Gore gives you the best of When it comes to training to sell cars professionally there's a process and it consists of these car sales steps. Cash Down This is the point where a good salesman, that's been listening and knows their inventory well, will show vehicles to the buyer that fits both their needs and wants. Credit Application Follow up works for both sales and no sales. Keep and maintain a superior attitude. "Mr. and Mrs. Jones this is Tom our Service Manager and he will be the person you deal with when you want to get your new cars oil changed.". Some dealerships you may work for will try and make up the buyers mind for them. As you can imagine, having the buyers contact information is crucial in case they do not buy a car that same day. If your customer bought a car, then you should follow up within three days to answer any questions they may have and make sure they are satisfied with their car. Just knowing the steps is not enough; each step needs to be performed meticulously and tailored to your specific customer. If you try to short cut this 10 steps car sales process or move along too fast you will be on the curb looking for you next Up, but if you follow the process correctly you will likely be delivering a car and earning a car sales commission. The information on this page works for both aspiring car salesmen and car buyers that want to understand the sales process so they know what to expect at the car dealership. google_ad_client="pub-0102822946748855";google_ad_slot="8273427433";google_ad_width=468;google_ad_height=60; The first step to learning how to sell cars is the meet and greet and is pretty straightforward. Most dealerships follow a 10-Step Process that's as old as the hills. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success. Most salesmen will tell the buyer it's to: All of these are true, but ultimately you are trying to get their down payment to increase the profit of the deal. Let them do their job and be happy that you don't have to split your deal with another car salesman. You'll learn how to close more sales, and earn more money or grow your business. Want to learn how to sell cars? Symptoms of stage #1 are: High sales volume. Of course you will need to use the car sales steps, scripts and word tracks that your dealership uses, but they way you deliver and use those scripts is the difference. 1. Different and exciting. (buyers name). Do not let the customer sit in the showroom while you perform this step it is very important for setting up the negotiation. Keep in mind, the desk manager/sales manager is the dealerships orchestrator of the negotiation process and they will try to lead you into a sale that makes the most money for both you and them. PROSPECT Define the target audience you want to a2ract and use channels such as social media to find them. How much they're looking to spend (if a cash buyer). Some people condense them into a 7 steps car sales process and some sales trainers stretch it out to twelve steps for selling a car, but after years of being in the car sales business I feel that this 10 step car sales process covers the procedure quite well. Sometimes this approach will blow up on and customers get aggravated, so if you are going to attempt this, then make sure you have been truly listening to the customers needs and wants. Remember the 80-20 rule? You want to try to discover a customers "core" needs more than get a long laundry list of wants. Of course, if they do say yes, then fill out a deal jacket (quickly) and get them on their way into the finance office. It’s not the price it’s the value and these sales steps will create the value to the customer and make them see that you are the best one to sell them a vehicle today. Have your customer tell you about the trade and take a test drive in the trade in 'Sell me Your Car'. What a comfortable monthly payments you are wanting. Great! , English, Book edition: 10 steps to sales success: the proven system that can your close ratio, and significantly increase your income / Tim Breithaupt. After you complete one task, you move to the next step. The salesman should typically drive for roughly 5-10 minutes while pointing out additional features and benefits of the vehicle. This is where you will perform, what's called, a "silent walk around.". Great to meet you Mr. and Mrs. Jones, what brought you to ABC motors today? phone number and address, which of course they won't always easily give up, but that's where your charming and trustworthy personality come into play. If you try to short cut this 10 steps car sales process or move along too fast you will be on the curb looking for you next Up, but if you follow the process correctly you will likely be delivering a car and earning a car sales commission. The most common ones include 5 steps or 7 steps.Here we’ll review the simple 5 step sales process. This step involves filling out a Guest Sheet, where the car salesman will ask the buyer some personal info, i.e. If a closer does come in on your deal...Do Not Talk While They Are Closing! ), Order accessories/parts if promised during negotiations, Remove the license plate from the trade in, Put the customers temporary tag on the new car. Of course, the sales manager won't give in that easy, but I think you catch my drift. When you have a slump or your sales are slipping do what we all say to do in the car business which is Get Back To The Basics. "If I could lower the price $5,000, would you buy now?". Sorry, your blog cannot share posts by email. It also acts to kill some time while the used car manager is figuring out what they want to give the customer for their trade in. This a huge commitment from a buyer and this deal. Knowing these steps on how to sell cars, will certainly give you a one up in an interview if you are looking to break into the car sales business. "We'd like a new car.". This is when the "Big Dog" comes in. TM econnexx 10 STEP SALES PROCESS 2. Beginning a new job in auto sales is exciting — your entire career is in front of you, and there’s so much opportunity to succeed and learn. 10 step sales process 1. My name is John Smith, and yours? Greg Gore has written this book with the hope that others will be able to benefit from the lessons he learned during his career as a sales representative, sales manager, and sales trainer. Not always the case, but they typically wouldn't be closers if they weren't. How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections. The third step of how to sell cars is vehicle selection. This is where you will try to tear down the buyers trade in without saying a word. trained thousands of sales representatives. A good car salesman will also ask for referrals of any friends or family the buyer knows of that may be interested in a new car. This car sales process have been developed over the years and fine-tuned as need, but when it comes down to the nitty-gritty this is the backbone and the secret to making big money as a car salesman and we all want to make big money. Being a car salesman isn't just about selling a product to the customer, it's an art and a science. Where do most fights start on your sales process, The TRADE! Return from How To Sell Cars to Car Salesman main Return from How To Sell Cars to Insider Car Buying Tips home, try{var pageTracker=_gat._getTracker("UA-8798577-1");pageTracker._trackPageview();}catch(err){}, ©2009-2017 Insider Car Buying Tips All Rights Reserved, Contact Us  |  Privacy Policy  |  Terms  |  Site Map. 10 Steps Road To A Sale-short version 6. Not to mention, these steps to the sale will give you a solid foundation to build on for a very successful career as a car salesman.

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