Auto salespersons that are new to the business will benefit by setting themselves up with a sales script that allows them to present themselves as a professional who knows how to sell cars. Each sale contains the same elements every time: greet; rapport; investigate; brief; demonstration; overcome objections; and making the sale. It seems like a lot to do but successful auto salespersons that use a script are able to move through the sales process in an easy manner.
Script or no script that is the question
Your personal sales script will allow you to tackle the basic steps outlined above in an effort to gain the trust and confidence of your customers. You will be able to avoid awkward moments in the process and maintain your professionalism, especially as you learn to deal with things such as objections from your customers. You can present yourself as someone who is knowledgeable about the product they sell and not like you are fresh out of the car sales academy.
And I put in my scriptwhat?
How do you like to sell? Do you have a particular style? Then make sure that you utilize your particular style of selling when you work on your script. Start out with an engaging introduction that offers your customer's your name. By introducing yourself you are opening up a dialogue between you and them and get's them to open up by offering you their name as well.
Building a rapport is a matter of engaging in a little bit of small talk. You can use some common sense here. If the customer has kids, ask them what they like to do. Kids tend to be a bit shy, but they are great ice breakers can help you broach a topic with mom and dad. For example, you ask little Timmy is he likes sports you can say you like football and root for the Pittsburgh Steelers. You'll find out that mom and dad are either fans or hate the team, and some good natured conversation or ribbing can then ensure before you move on to actually finding out what they need and setting them in with a new car.
Finally, remember to remain professional and polite through your interaction with your customer. Being courteous and upbeat during the process will leave an impression on them and they will be willing to finalize the sale.
Script or no script that is the question
Your personal sales script will allow you to tackle the basic steps outlined above in an effort to gain the trust and confidence of your customers. You will be able to avoid awkward moments in the process and maintain your professionalism, especially as you learn to deal with things such as objections from your customers. You can present yourself as someone who is knowledgeable about the product they sell and not like you are fresh out of the car sales academy.
And I put in my scriptwhat?
How do you like to sell? Do you have a particular style? Then make sure that you utilize your particular style of selling when you work on your script. Start out with an engaging introduction that offers your customer's your name. By introducing yourself you are opening up a dialogue between you and them and get's them to open up by offering you their name as well.
Building a rapport is a matter of engaging in a little bit of small talk. You can use some common sense here. If the customer has kids, ask them what they like to do. Kids tend to be a bit shy, but they are great ice breakers can help you broach a topic with mom and dad. For example, you ask little Timmy is he likes sports you can say you like football and root for the Pittsburgh Steelers. You'll find out that mom and dad are either fans or hate the team, and some good natured conversation or ribbing can then ensure before you move on to actually finding out what they need and setting them in with a new car.
Finally, remember to remain professional and polite through your interaction with your customer. Being courteous and upbeat during the process will leave an impression on them and they will be willing to finalize the sale.
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
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