When you are in car sales, and sales in general your job is to keep your attitude up,  build on your professional reputation with your customers, and grow your business. So when you walk into work in the morning, Walk into the dealership to sell, and only sell.

Get Right To Work

The minute you walk in the morning, preferably early and before everyone else, get yourself situated, everything turned on and booted up, and get organized. Focus on one task at a time, and follow through with each task until it is finished, don’t leave a lot of tasks half done to be forgotten. Start with progressive tasks that lead to getting customers on the phone, and in front of you. Get your working files in front of you and work on them one at a time, getting what needs to be done first, done first.

Start Talking To Customers

The main reason to get in early, and start talking to customers right away, is to keep you out of the unproductive crowds that will only slow you down. The way you make money, is selling your product to customers. Walk by the customer lounge and look for customers. If you see your customer in service start chatting about them, their family, work, and their recent activities. Offer them a coffee, and tell them it was good to see them and to tell the rest of the family you said hello. Customers love this because it makes them feel important,  makes them want to deal with you in the future, and tell their family and friends what a great sales person you are. Smile at the other people in service and look for the early morning shoppers, and phone ups up front. The key is to be busy and productive by the time the rest of your co-workers walk in ready to chat and procrastinate work.

Keep Busy All Day

A productive start is a great way to start the day, but you have to keep busy all day. You cannot let yourself fall in the social traps, talking sports, the weekend, and anything else that keeps your mind off selling. In the morning start on the phone and with emails setting appointments for later in the day and later in the week. Successful sales people spend their day setting appointments,  then getting prepared for the appointment, getting as close as you can to what the customer wants, and then selling the customer and making them happy.

The key to sales is, keeping buying customers in front of you as often as you can through the day, and keep focused on using your personality and skills to sell as many people as you can.

Written by Noel Walsh creator of “Conquer What You Chase” Sales Training, Motivating, Consulting from Ann Arbor, Mi.

When a customer enters your lot and you greet them I can pretty much guarantee they will tell you they are “just looking” even though they are in need of your service.

What they are doing is a natural human reaction we all do when we are shopping.  I do this myself, even though that was exactly what I wanted, was a professional who knows the product to help me.  When a customer goes into a dealership to buy a car, there is a good chance they are nervous.  They have done a lot of online research, talked to family and friends and searched the Sunday paper for deals.  If they don’t have a “car guy” and one was not highly recommended by family and friends, then they are praying they get a good one. 

I can remember in my 11 years of selling numerous customers after they bought stating,”we sure are lucky we got you.” This is flattering and a confidence builder to you as a salesperson, and a real convenience as a customer to have someone ask the right questions and deliver what they said they would.  Remember people are going to buy from people they like and trust.  Your job is to get them to like and trust you during the rapport/relationship building process.

I have stated over and over, build a solid relationship on trust is key to selling anything, especially cars.  Ask the right questions, listen twice as much as you talk, and ease them into a vehicle that fits their needs.  Do this quickly and effectively, you do not want them over thinking things when the emotion to buy is gone.

Create Positive Customer Feelings with Key Words

Our emotions are based on how situations and words create feelings inside of us.  You need to keep the situation progressing forward with few hiccups, and obstacles to the buyer. You need to keep the positive emotions up by saying the right words, in the right context, at the right time to the buyer.  Keep the situation flowing forward in a positive way by using the right words to overcome the words and questions the customers are going to ask.

These are the words customers are going to ask and this is the most common order they will ask them.  Know they are coming, and overcome them in a positive way that builds trust to you, your knowledge of your product, and a genuine concern for what the customer is trying to accomplish, and helping them accomplish this.

Car Buying Customers Favorite Words

Me

Want

Can

I

Have

Need

Look

Shop

Around

Service

Because

Why

How Come

Waiting

Trade In

Time

Price

Payment

Trustworthy

You

When

Today

Thank You

Know these words are coming, in this similar order and overcome them in a professional way.  Your customer wants to buy from you, when they like and trust you.  It is your job to build the relationship, let them know you are trust worthy, and ask for the sale.  It really is this easy.

NW&A llc

“Conquer What You Chase”

Sales Training, Motivating, and Consulting

Noel Walsh Owner, Lead Trainer, Motivator, and Consultant from Ann Arbor, Michigan

   I remember the first day I first started in the car business my dad told me he was giving me my training. He showed me my desk, a buyers order, and told me to come into his office. He told me he was going to show me the seven steps to sell a car, he wrote down six things and said go get’em. I was a little confused with just six things written down with his green managers pen, but figured I was a natural and didn’t worry. I did however, sell the first customer I ever talked to. I learned fast, and was one of the top in sales numbers my first year. I slowly tapered off over the next couple years assuming I knew everything and knew which customers were buyers and which ones were not.

   From that point on I realized I didn’t know it all, who the buyers were and were not. I started to watch the best in my dealership and in my field intently. I watched how they greeted customers, how they handled them, and what they said to them. From there I started to grow again for the first time in years. I realized the secret to selling a high volume of cars with good gross was following the seven steps, going back to the basics, listening to the customers wants and needs, and building a relationship with your customer. From here objections are easy to overcome, numerous referrals come in weekly, as well as many repeats you’ve sold in the past. Keep in mind you will have a 10 times higher closing ratio for referrals, previous customers and appointments. I was starting to grow again, as well as my income, and I wasn’t going to let it stop.

   So here I am sharing all seven steps to sell a car, not just the six I was taught. Keep in mind you are going to make a great living in this business by building relationships and taking care of your customers, being honest, and whenever you taper off, remember to go back to the basics. Read my motivational blogs on a regular basis, visit www.nwnasalestraining.com ,  keep a true passion for the industry and most important a true passion for your customers and you will succeed in this industry, I promise. So here they are.

SEVEN STEPS TO SELL A CAR

•  Meet and Greet    Give a professional handshake looking every customer in the party directly in the eyes not in an aggressive way, or overbearing way, stating your full name, and if they do not give theirs, ask for their name first and last and then repeat it.

• Establish Rapport and Qualify   This is where true professionals get to work, start finding common ground, likes and interest, and the most important part building the relationship. From here you get an idea of what they want and can budget according to the non-confrontational questions you ask.

• Walk the Lot / Search Inventory  This is where you get an idea of their picture, what they want in their driveway, and by the previous step above and their budget you know where to lead them and what to land them on. The nicest vehicle on your lot closest to their budget and wants, That is in Inventory.

• Walk Around / Test Drive  This is where you have used your skills to land them on a vehicle they are willing to pay for. You should use all your skills and talents to show them every option ( especially, safety, technology, and economy features ) to create excitement and most important Value. From here a good salesman is closing the deal out, and the customer is excited about this.

•  Ask for the Sale   This is where true professionals separate themselves from the novice’s. As a professional you know you have properly introduced yourself and met everyone in the party, built a relationship, found something in stock they can fit in their budget and had them test out the product to make sure they truly liked it. Not wanted but liked ( because here they are committing and are having buyers remorse and second guessing all the steps. ) This is where you close the deal, and repeat everything they wanted to you as the direct proclamation from their mouth.

•  Start the Write Up  This is where a true professional realizes that he or she did everything the customer wanted, stays away from the vulnerable stages of the close and moves towards the completion and final paperwork.

•  Final Delivery   This is the final point. This is where true professionals have had everything done for the last four steps and the customer just wants to finish things out. Reiterate what you agreed on, state the products they choose and entertain them through the grueling paperwork process, that’s exactly what they want, give it to them.  

This blog was written by NW&A Principal, Lead Trainer and motivator Noel Walsh from Ann Arbor, Michigan. As the creator of “Conquer What You Chase” sales training paired with enthusiasm, drive and determination there is much more to come so be sure to follow. www.nwnasalestraining.com

Who or What drives you

NW&A llc is unleashing sales training, motivation, and consulting to sales professionals. Launching from the ground floor, this is going to be exciting,  and revolutionize the way sales professionals go to work and how they deal with their client base. With a care for people, hard work and “Conquer What You Chase” sales training the sky is the limit. Watch, this is going to be something exciting.