HARDISON’S TIPS – March 9, 2021 – HOW SALES TRAINING CREATES A BUZZ ON THE SHOWROOM FLOOR
The worst thing you can do as a car salesman is to be sneaky. Don’t use questionable tactics. Don’t lie or make false claims. More often than not, you lose the sale. You also lose your reputation as trustworthy.
Never lie to customers. Don’t tell them you have a particular model when you don’t. If you make up a mileage rating and it’s wrong, customers assume you lied. You’ll lose their trust and business.
If you don’t know the answer to a question, say so. Tell them you don’t know but will find out. Then, ask a reliable source for the information and report back to the customer.
Never tell customers something because it’s what they want to hear. It’s tempting to please someone in hopes of a sale, but lies don’t work.
People get angry when you lie to them. They won’t trust you. They walk away from deals. The few moments of bliss aren’t worth losing the sale.
Be truthful. If you don’t have a car on your lot but can get it, say so. Don’t pretend it’s already there. If you need more time to detail a new car for pickup tell the buyer. No one wants to arrive at the showroom and wait for an hour.
People understand when you tell the truth. What they don’t understand is when you lie. Don’t leave any room for doubt when communicating with customers.
You want every customer to say you are an honest, trustworthy salesperson.
Follow Up and Say Thank You
Don’t assume your relationship is over when a customer drives off your car lot. Follow up with a text, phone call, email, or regular mail.
Thank them for their business. Make sure they’re happy with the sale. Let them know they can contact you with any questions.
Good manners are essential for salespeople. When you follow up, the customer knows you care. And you should care. Every happy customer is part of your marketing team.
Happy buyers tell their friends, family, coworkers, and neighbors. What do you want them to say about buying a car from you?
It’s smart to follow up with everyone. Stay in touch with buyers and potential customers. That way you’re top of mind when they or someone they know want to buy a car.