Selling cars is a tough way to make an easy living. We have to work long hours, know our product, and continually grow our client base by building lasting relationships.

1. Watch the Best, and Learn from them.

The best in your dealership and in the industry are the best for a reason. They have good methodical habits, they work hard, and have a large clientele that brings in lots of referral and repeat business. Follow their good habits and learn from their work ethic then adapt what works for you into your selling style. Never stop learning from others, never be afraid of hard work, and sharpening your skills.

2. Take on as many customers as you can Properly Handle.

The best way to succeed in sales is by having a large referral client base that continually comes in to renew leases, buy new or used vehicles, and sends you their friends and neighbor’s. You build this client base up by taking on new customers through lot/showroom traffic, incoming sales calls, and Internet leads. Take as many of these as you can handle properly and build your skills while finding a way to sell everyone of these customers. Do not make the mistake of taking on more customers than you can handle, but try and keep people and opportunities in front of you all day.

3. Network with your customers and your acquaintance’s.

You build up your clientele by selling customers and in the process building a lasting business relationship/friendship. When you have a good sized clientele, and refer business to them and help them grow, they will do the same for  you. Keep  the same networking going with other people in your community and with businesses you conduct business with and get the same growth. Look for your opportunity in every deal and in every relationship to mutually grow lasting business relationships in a profitable way. 

4. Continually Sharpen your Skills, and Grow your Talents.

When you want to grow your sales and income you have to continually gain market knowledge and build on your closing skills. Use a similar process and selling style that works for you and your personality over and over on every customer (methodical habits), then learn to sharpen this process. Read blogs, customer surveys, and most importantly ask your customers what they like best about dealing with you, and grow those talents. When you are confident and effective at what you do, you will be amazed how well customers respond to you.

5. Make the buying process for your customer easy, and enjoyable.

When a customer has lost the perception that you are out to get them, and you truly want to help them the whole sales process moves smoother. A customer is out looking at like vehicles, and what they really are looking for is a real sales professional they trust. Prove to them you are this sales person, listen to their wants and needs, and deliver to them what they are looking for the best you can. Do all this the same way every time, let your personality shine, make the process move smooth and ask the customer a lot of questions to get them to talk about themselves and their family. Leave a lasting impression on all your customers, with your confidence and a seamless process, and they and their family will be back to do good business again soon.

Make the customer Happy by asking the right questions, and over deliver rather than over promise.

Written by NW&A Lead Sales Trainer and owner from Ann Arbor, Michigan.