Car sales can be one of the hardest sales jobs but it does not have to be. There is a lot of competition between dealerships to earn your business.
Maybe you are new to car sales and looking for a place to start. Perhaps you have been in the car sales industry for years.
Could you use a refresher on techniques that work for other sales professionals in the industry?
We all can use a refresh from time to time. There are so many ways for our customers to buy today. They can go online and shop on auto traders, look at pre-owned cars and shop dealership inventory all from home.
With so many resources available to customers, it’s no wonders they know more about cars then the cars sales person.
Myself, I sold cars for one year and in my second month was the top sales agent for that month.
How was I able to do this?
Was I amazing at car sales? No, I was still learning.
Did I know more about cars then everyone else? No, I was still learning about transmission, gas mileage and what came standard on what model.
Was I able to better relate to my customers? I believe the answer to this is yes.
Along with being able to relate, 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 been proven to have success.
When I sold homes, I used a system to sell home. Here are 50 tips to convert client from prospect to sale.
Any good sales professional to be a great sales profession you need to follow a system that works.
You are looking for ways to improve your sales in the car industry. The truth is every sales person is looking to improve in every industry.
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.
The think I liked about this dealership is they wanted to help you sell cars. They brought in a professional sales teacher from the USA, to help teach and train the sales agents for success.
I have a friend who also sells cars. The dealership he works at does not have a professional sales trainer come in. Rather they use Grant Cardone sale training. Both techniques increase car sales.
What the car sales trainer did come in every 2-3 weeks and teach the team success principles every sales agent should know.
9 Successful Car Sales Phrases
The car sales teacher thought us 9 phrases to use. These phrases would bring the guard down and allow us better serve the customer.
We could ask better questions to understand the customers, needs, wants and wishes in there next new or pre-owned vehicle.
He was teaching us the same principles, Vince Lombardi, was teaching his football team. What it takes to be number one.
This statement is easy to use anytime a customer makes a request for you to do something for them.
“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 the customer asks a question, you say, No Problem. This lets the customer know you are willing to help satisfy their request fast and to the best of your ability.
Be Happy To
Similar too “No Problem” the statement, Be Happy To, shows the customer that you are willing to work and solve problems to fulfil their requests.
You show the customer you are eager to earn their business and are willing to ensure they understand everything before they make the final buying decision.
“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. The words show enthusiasm and an eagerness other sales agents may not have.
This statement shows the customer that you can work with then on any request they have.
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 at their pace.
“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.
I understand, is a great phrase to use as a transition between two thoughts.
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 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?
When you say let me help you, let me get that or I’ll give you a few moments it take makes the buying experience easier for the customer.
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 type of 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.
I’m Confident, is a statement you can use to help build confidence in the customers buying decision. You are programing the customer to be confident when working with you.
Easiest Part of My Job
This statement should be used to convey you do not mind going out-of-the-way to get something done for your customer.
“Can you find out what my options are, if I decide to purchase this vehicle?”
“Are you able to find out 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 when you use this statement. Someone 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 and my buyers do not trust the car sales person.
The less pushy you are, 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.
You may discover, once you take the pressure off the customer is more open to having a conversation with you.
Would You Do Me A Favor
Personally, I did not use this phrase too much. I do not like my customer thinking they should do anything for me.
With that said I still used this phrase and closed sales. When you use this phase at the right time in the sales cycle you can close more sales.
“I can’t decide 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 Favor, 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.
By using this phase, you can find out what their concern is and why.
Please Tell Me NO
No sales person wants to lose a sale and no customers wants to feel like they have been sold something they did not want to buy.
Using the powerful words, Please Tell Me No, tells the client that 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 you do me a favour and please tell me no if this does not make sense to you but what part of the financing is confusing? I would be happy to explain the details to you.”
Please Tell Me No, is a great way to get the person to take action on what you want them to do. Customers don’t want to say no, if the request is simple enough to act on.
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 anytime you are making a human connection.
Using these phrases in combination with one another is a powerful way to sell. It makes you sound like a profession, confident and does not come off scripted.
When using these words do not sound like a machine. Be authentic and be yourself. Use the right tone and body language when you talk with your customer.
Which of these phrases will you use next time you have a customer in the office. Let me know which phrase or phrases you used to close a sale.
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