Success Selling Cars
New to car sales? Maybe you have been in selling cars for years? Could you use a refresh on techniques that work for other sales professionals in your industry?
Read this article and check out 50 tips to convert client to a sale.
Any good sales professional is always looking for ways to improve and in the car sales industry it is not different.
Myself, I sold cars for one year and in my second month was the top sales agent at the dealership I worked for.
How was I able to do this?
Was I amazing at car sales? Did I know more about cars then everyone else? Was I better able to relate to my customers?
Sure some aspects of this is true but the biggest reason for my success was I followed a system that was laid out for me.
Just like in the book, The Greatest Salesman In The World, we can all improve when we use a system that has shown success.
The dealership I ultimately decided to work for was second overall in the Calgary, Alberta, market based on dealerships selling the same brand of vehicle.
One of the smartest ideas they implemented into their sales practice was to bring a professional sales teacher from the USA to help teach and train the sales agents.
What the car sales teacher was able to do was teach the team habits for successful sales people.
9 Successful Car Sales Phrases
Our car sales teacher thought us 9 phrases to use which would help bring the guard down of the customers and help us better serve the customer.
He was teaching us the principles of what it takes to be number one.
This statement is easy to use anytime a customer makes a request of you to do something.
“Are you able to see if you have that car in black?”
“Can we go for a test drive?”
“Are you able to give me testimonials of other happy buyers?”
You get the picture. Anytime you say, No Problem, you let the customer know you are willing to help satisfy their request fast and to the best of your ability.
Be Happy To
Like “No Problem” the statement, Be Happy To, shows the customer that you are willing to work and solve problems and fulfil their requests. You are showing the customer you are eager to earn their business.
“Can you check on the delivery date?”
“Can you book me for a meeting tomorrow?”
“Would I be able to have a moment to think my purchase over?”
The words, Be Happy To, can be used at the start, middle or end of your sentence.
This show the customer that you can work with the customer. Perhaps the client can’t pick up the car till next week? Understanding the customers needs shows that you are willing to work with them.
“I can’t come in today.”
“We are comparing this car to another car.”
“I am excited to purchase this car in red. I don’t see any on your car lot.”
You can use the phrase, I understand, and ask a question and re-book the customer. You can further explore why and build report with your customer by confirming what they are saying.
Please Allow Me
This statement could be used to understand the customer further, get the customer something and to take pressure off the customer.
“I just don’t understand what have this engine size means to me?”
“Do you know where your coffee station is?”
“This is a bad time for me to chat on the phone right now.”
Can you see how the statement, Please Allow Me, can help you at car sales?
We all want to work with someone who is confident. Someone who can get the job done. We enjoy working with people who not only understand us but those who will make the buying process seamless.
“Do you think you’ll be able to help me on Saturday at 3pm?”
“I’m not sure if I will enjoy the drive of this vehicle.”
“Can you find this car in white?”
The phrase, I’m Confident, should not be used to over promise and under deliver. It would be used to over deliver and build trust, report and comradely.
Easiest Part of My Job
This statement should be used to convey to the customer you do not mind going out-of-the-way to get something done.
“Can you find out what my options are, if I decide to purchase this vehicle?”
“Are you able to find our if I can get my car in for service on Monday?”
“Can you show me how to set up the bluetooth in my new car?”
You sound like an expert. One who is willing to take on a challenge no matter how hard it might be.
Wouldn’t Expect You to
This is a great statement to helping the customer feel at ease. Car sales for many is already a stressful process. The less pushy one is, the better, in my opinion.
“Do I have to buy this model or can you find me something else?”
“You know I can’t make a decision on this purchase without talking to my wife.”
“I think I can get a better deal with your competition?”
This is a great place to ask questions and find out details about what is holding the customer back from making the purchase with you today.
Asking good questions allows you to deal with objections that may not be major obstacles to the purchase.
Would You Do Me A Favour
Personally I did not use this one too much, as I do not like my customer thinking they have to do anything for me. With that said I still used this phrase and closed sales.
“I can’t decided between these two models.”
“Do you have something with fewer features?”
“Can you tell me cubic feet of the truck is?”
Would You Do Me A Favour, is a good way to start a question that is going to ask some thinking of the customer. It is a great way to ask for some time if you need to ask a manager a question.
Please Tell Me NO
No one wants to lose a sales and no customers wants to feel like they have been sold. Using these powerful words help show the client they are in control.
I enjoyed using this phrase by asking questions vs answering questions.
“I understand you can’t make it in today and please tell me no but would Monday or Wednesday be better?”
“Please tell me no but I’m confident give you give me 5 minutes I can find a car that meets your needs.’
“Would yo do me a favour and please tell me no but what part of the financing does not make sense? I would be happy to explain the details to you.”
These 9 phrases will help you in car sales or any job that you have. I do believe these statements can be used in customer service, sales and really anytime we are making a human connection.
Using these phrases in combination with one another is a powerful way to sell.
When using these words do not sound like a machine. Be authentic and be yourself.
Help others at your company sell more. Share this article on your favorite social media and point your sales colleges to helpful hints.
Use these words with your next customer. Let me know which phrase or phrases you used to close a sale.
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Don’t just imagine change. Come back every 30 days, rereading the article and applying the information.