When you become an auto sales person, the dealership where you are
starting your sales career will typically provide some sort of car
salesman training. This training will teach you everything you need to
start selling vehicles regardless of you ever having any sales
experience. Every car dealer has a certain selling system that they
teach their sales people which may consist of 8 to 12 different steps.
Overall the car sales systems are generally the same with some of the
steps get combined and other dealers drag them out.
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Car Salesman Training |
I will use a 10 step system to illustrate the steps and the reasons for
each step in the car salesman training program so you can see the
importance of each step. The sales systems that auto dealers use to
train car salesmen is not been put together haphazardly, there have been
years of study and research done to create an atmosphere that is
conducive to buying a car.
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Car Salesman Training |
The Car Salesman Training Steps
1. Meet and Greet: This is the introduction of the car sales person to
the potential car buyer. You shake hands, exchange names and try to get
comfortable with each other.
2. Discovery: This part of the car salesman training is where the sales
person will ask the customer questions and try to understand what they
want, such as options, colors, new or used, price range etc.
3. Choose a Vehicle: This is a critical step because if you put them in
the wrong car you won’t sell them no matter how good a car salesman you
might be. This is where the car salesman training can make a big
difference because you must be sure to choose a vehicle in their price
range they actually like and want to drive home.
4. Why Buy Today: After selecting the right car it is time to tell them
why they should buy it now. It could be any number of reasons depending
on the car. It could be special financing, other interested buyers or
the big sale that is going on.
5. Walkaround: During your car salesman training you will be instructed
on how to do a proper Walkaround which is exactly what it sounds like.
You show the customer all of the features and benefits from under the
hood to the interior.
6. Test Drive: You car sales training will also show you the key points
of taking your customer for a test drive while you have the potential
car buyer focus on the areas or options that are important to them.
7. Negotiation: You learn how to present numbers and payments to the
customer and overcome objections which keep you car buyer from saying
yes.
8. Closing: Now it’s time to close the car sale. There are many
different car sales closing techniques which you can use to close the
car sale which are based on the type of customer you are selling.
9. Delivery: The car salesman training will take you from doing
paperwork to greeting the car ready for delivery and introducing your
customer to the business manager.
10. Follow Up: The final step of any quality car sales training system
includes following up with your customer. It is important to have a
happy and satisfied customer so they will return and buy more cars over
the years.
As you can see, there is much more to selling cars than driving cars and
collecting checks. Each step of the car salesman training is quite
involved and could cover all of the word tracks, sales scripts and
psychological factors that are involved in selling cars professionally.