Do
a great walk around presentation, show the engine compartment, point
out the self service items, show the size of the trunk and the rear
seats, point out all of the bells and whistles. Get the client behind
the wheel and show all of the controls. Now you are ready to drive.
Find the hot button items and keep on them. If you see the client likes
the car, it’s time for the trial close.
1. Meet and Greet - Introduce yourself, "Welcome to ABC Car Sales." Always shake hands (be firm). Give your name and ask the name of your prospect. If the prospect gives you their first and last name use Mr. and Mrs. until they give you permission to call them by their first names. Pay attention to the wife (sounds like a no brainier but a lot of car salesman only talk to the husband). Act professional, energetic and enthusiastic.
2. Per Qualify - Listen to your prospects wants and needs. Example: What will you be using the car for? What are your 'must have' features? What are your 'like to have' options? Lighter or darker colors, cloth or leather seating surfaces? Automatic transmission of manual? The following questions will help you “load your sales shotgun” as Zig Ziglar would say. Engage the prospect with some of the following questions:
How did you hear about us?
Do you live locally?
Have you been to your local dealer?
Are you familiar with the product?
Have you driven it yet?
What are you driving now?
Will you de adding or replacing?
What kind of work do you do?
Get involved with your prospect. Find like hobbies. Sell yourself, and your company. BE PUMPED UP!
3. Demonstration - Do a great walk around presentation, show the engine compartment, point out the self service items, show the size of the trunk and the rear seats, point out all of the bells and whistles. Get the client behind the wheel and show all of the controls. Now you are ready to drive. Find the hot button items and keep on them. If you see the client likes the car, it’s time for the trial close. Ask these questions:
Do you feel this would be the right car for your needs?
Is this the car you would like to own?
Sell yourself, the dealership and the product. We are the best because…..
4. Qualify - Fill out you worksheet completely. How would you like to have your new car titled? Start from list price on a new car or check the Internet for pre-owned cars. Get trade info if any ie year, make, model, trim, and miles. Ask the following questions.
Are you currently making payments, how much are they? (If they have a trade)
Who currently holds the title to your car?
How much were you looking to put down? Up to?
Great! Let me show you how to keep your payments the same.
5. Present Offer - Present the work sheet to your prospect with the manager’s offer. Believe you have a great deal for them! (I like to tell my salespeople we have Teflon ceilings, we want our prospects to “hit the ceiling” on the first pencil). When the prospect tells you that you’re crazy, "I wanted to pay $$$"…… put on your acting shoes and be a ham. "What do you mean? If I could get you that price are you ready to buy now?" Or, "If I cannot get that price and I at least show you what I can do?" If they say yes, then you have just bumped their number in the right direction.
GET AN OFFER! This is your main job in negotiations.
6. Close the deal - Make it fun and as painless as possible for the prospect. The prospect should always win. The customer has to feel like they are getting a deal. We need to make them work for them to feel good. If you cannot close the deal, then get your sales manager.
7. Follow Up - Call every client back whether it’s a new car or used car. If the client has a problem with the car, get management involved and get the issues resolved.
Follow these simple steps and you will close more deals.
Joseph Rhodes has been in the car business for the past ten years - seven as a salesperson and the last three as a sales manager.
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