For generations the sales game has always been about the relationship you can create between you and your customer. There are a lot of excellent salesmen in the industry of car sales. This is due to the fact that they are friendly, sometimes funny, pleasant to be around, good talkers, have a great personality and can relate to customers. Automotive training can only teach you how to do things like inform the customer about the car, how to give a good demonstration and close the deal; the rest is up to you.

How to Sell Cars by Introducing Yourself When you see a shopper lingering around one car for more than just a few minutes, it is time to begin building your relationship with them. It is important to introduce yourself and get the shopper to introduce their self along with everyone in their party. Use a firm handshake to show you are honest and shake their hand. Leaving out a spouse or other parties that are with the shopper could be a deal breaker.

Presentation Tips for the Car Salesman As a car salesman, you should know your product well and be able to present it and yourself to the shopper. You must get your shopper to direct his attention to the car he has chosen and be able to get them to focus on the specifics of it. Demonstrate the features of the car such as power seats, power windows, trunk release inside and any other feature that is a good selling point for the car. You should allow your shopper to ask questions and if needed demonstrate the feature again. The features of a car will almost sell themselves if they are demonstrated correctly.

Tips for the Car Salesman to Make the Deal Begin presenting your deal to the shopper by asking them questions like how much they want for their trade in, how much they expect to pay in payments and how much they are willing to put as a down payment. Letting them walk away to think about the deal can lose you the sale. Begin to bargain with them and if necessary, involve your manager. Ask them something to the effect that if you can get your manager to give them a better deal, would they buy the car today. It may require some back and forth bargaining, but if it gets them to sign on the dotted line then you fulfilled your goal.

Closing the Deal Once you have gone back and forth and finally agreed on a purchase price, you must get them into the office to sign the contract. You should make sure the customer understands what they are signing, the terms, interest rates, payments, trade in value, taxes and so forth. Many car salesmen offer them an extended warranty, which normally is additional commission for you. Once the contract is complete and the customer understands the conditions of the contract, you must get them to sign it. Simply place an “X” in the proper place and hand them the pen.