Sometimes you will see an experienced veteran car salesman hit a sales slump that they just can't shake or a new car salesman hit a slump and they don't know why. When the new salesman came out of their car sales training they followed their training instructions to the letter and started making car deals right and left. Same thing with the veteran, they have been selling cars for years.
Both the new car salesman and the car sales veteran from time to time will find themselves in a car sales slump. They start getting bored with the same routine they start to think that they can shortcut the steps of their auto sales training and save some time. They are choosing the fresh ups they take by looking and sizing up their customers. Their sales start slipping and their closing ratios are taking a nose dive. It is often called getting to smart for their own good. Instead of following the lessons of their training and prior experience they are changing the selling system. There are 3 car salesman tips below that need to be followed in order to build a good foundation to sell cars.
#1 Basic Car Salesman Tip: Cherry Picking Ups
The practice of cherry picking is when the car salesman that thinks they can determine the credit status or buying likelihood potential of a customer by looking at them. Then they will decide if they are going to wait on that customer or let another salesman help them. The downside of cherry picking is that customers will often dress down and intentionally try to look less desirable as a defense strategy. They want the salesman to think they that they don't have money or credit so that they won't be pressured. I have seen many sales people miss out on very nice commissions by cherry picking. The moral of this car salesman tip is that you can't pick out the buyers and the lookers by looking at them. The more people you help the more you will sell; it's all about the numbers.
#2 Basic Car Salesman Tip: First Meeting
The basic meet and greet is the first meeting of the car salesman and the potential car buyer and a very critical step to selling cars. You know what they say about first impressions and it's not any different when it comes to being a car salesman. Introducing yourself in a prompt professional manner is the proper thing to do, but I you are dressed poorly or smell like an ashtray you stand a good chance of making a bad first impression. You must look, act, dress and speak like a professional to make a good impression. This and other car salesman tips will get you off to a strong start.
#3 Basic Car Salesman Tip: Vehicle Selection
This car salesman tip may seem obvious, but proper selection is often overlooked by novice car sales people. You will never sell and the buyer will never buy the wrong car at the right price. All car buyers would like to have the top of the line automobile at the price of a base car. When you spend some time talking and determining their needs and you will save yourself a load of grief. If you show your customer the fully loaded model and they can only afford the base model you take a chance of embarrassing them. However if you show them the base model and they can afford more they raise themselves. It is easy to step them up to the nicer models, but very hard and uncomfortable to bring them back down to a model that fits their budget.
When you get in a car sales slump go back and read these very basic, but very important car salesman tips. You need to come off as a professional from the very start and get to know your customer and their needs. Talk to as many potential customers as you can, stick to the basics and your numbers will continue to climb as well as your car sales.