When we talk about selling cars for a living we are talking about a competitive field where not all of the participants survive. It’s a bit of a dog eat dog environment. The turnover at some car dealerships can be brisk and a couple very common questions among any sales staff is how can I be a better car salesman or how can I sell more cars.
The job of the automobile sales person is a multi-faceted job and in trying to answer the question of how to be a better car salesman there isn’t a single, all inclusive answer. Like most jobs there are a series of different tasks performed and in order to be successful one must work at and improve all of the different aspects of the job.
Listen to Be a Better Car Salesman
When it comes to being a car salesman one of the most important aspects of the job is being able to effectively communicate with people. There aren’t any tricks when it comes to dealing with people, but a critical part of dealing with a potential car buyer is to listen closely. Most people believe that in order to be a better car salesman that you need to be a good talker when in fact the truth is that you need to be a good listener.
I am not simply talking about the words that come out of their mouths. You see car buyers don’t always tell every detail so to be a better car salesman you need to ask questions and listen closely. It has been said by many successful sales people that if you listen close enough the customer will tell you how to sell them a car.
If you want to be a better car salesman you need to listen to every word that comes from their mouth, but you also need to listen by watching their body language. The car buyer’s body language consists of facial expressions, body movements, attention span and attentiveness. When you present a vehicle to your customer and demonstrate some of the features and the customer is looking at the next feature while you are showing them the current feature the customer is telling you that you are moving too slow or that they are not very interested.
If you were listening closely by watching them and noticing that they are not interested in that feature you would move on to something that interests them. However the sales person that was not paying very close attention would drone on about the feature and before too long their customer would become bored. This is a not an example of how to be a better car salesman, but how car buyers get turned off by sales people. That customer is very likely to get bored with the entire process and before long they would ask for the salesman’s business card and tell them that they will be back when they have more time.
Then that customer would likely visit another car dealer and if they are taken care of by a salesman that is listening closely and pays attention to their words and body language they will more than likely buy a car. This is a very common scenario when it comes to the business of selling cars and if you are determined to be a better car salesman you will start to pay attention to everything that your customer says and does and tailor your presentation accordingly.