Making the Sale for Car Dealerships:

Little else is more important to a car dealership than training their employees to provide the customers the information they need when selling a vehicle. Car salesmen have a tough pitch to make considering a car is one asset people are buying that depreciates in value as soon as it is driven off the lot. People want to make their investments wisely, buy a car that is going to last well, is going to have few problems, and is going to hold as much value as possible if they ever want to resell their car in the future.

Making the Pitch:

When the salesman is selling the car there are many things they must focus on conveying to the customer. Getting all that information over to the customer in a concise, yet effective manner is vital to the sale of the product. The customer must feel as though they are making a good investment that is going to serve them well. For a car salesman, here are some tips to help with making that pitch:

• Understand the Customer: Every customer will be looking for something individual and unique in their car. Understand those needs and desires so you can meet them closely as possible. Customers may be most concerned with different aspects of the car: from affordability to gas mileage or crash-test safety ratings. 
• Respect Customers' Time: No matter where the customer comes from, they have somewhere else to be at some point. Respect their time. No customer wants to waste hours in the showroom messing around. Show them what they came to see, and do it in a timely manner.
• Tell Customers the Truth: If customers are convinced they can get something for a certain amount of money and they can't, politely tell them up front. Customers do not want to be told lies. Be honest, yet forthcoming about what you can and cannot do for them. Help meet their needs.
•  Never Trash Other Dealerships: Plain and simple. Focus on what your car can do for them, not why it's better than other cars or why other cars aren't as good of a value. Just sell your company's product.
• Know Your Product: Understand the features of the car that make it stand out. If you don't know every detail that's okay but at least know the basics and know where you can find more information if the customer wants it. 
• Ask People About Their Needs: People love to talk about themselves; it's human nature! So ask people what they want in a car, where they will go with it, etc. Focus all on the BUYER!
• Remember People Can Go Elsewhere to Buy Cars: If you remember nothing else remember that people can go elsewhere to buy cars, so the real difference is you! You must convince the buyer and make them understand why YOUR car is the best choice!

A Word on Dress:

While most car salesmen have to abide by a dress code it's worth noting that first impressions mean a lot. Ensure that you are clean and professional. Wear business casual clothes or abide by the dress code the dealership sets. Look professional to make that first impression! But there's also no need to go over the top to look showy or flashy. Casual and professional does the trick.

A Word on Etiquette:

Remember to treat every customer with respect. Whether they make a decision that day or not, the pleases and thank-yous go a long way in helping a customer feel treated well. Ma'ams and sirs also never hurt!

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