phone number and address, which of course they won't always easily give up, but that's where your charming and trustworthy personality come into play. So if you're looking for advice on how to pump out 30 a month and make $200,000 a year, go somewhere else. I haven't written much about how I sell cars because, first of all, there are a million guys out there putting out CDs and doing videos on YouTube about "How to Sell a Car." Of course not! This is designed to get the customer thinking of the flaws in their trade vehicle and that it's worth less than what they may have originally came in thinking it was worth. Great! Second, I've never considered my audience to be car salesmen. This is the point where a good salesman, that's been listening and knows their inventory well, will show vehicles to the buyer that fits both their needs and wants. Here's the key. What a comfortable monthly payments you are wanting. "We'd like a new car.". So, Mr. and Mrs. Jones how do you like the vehicle? Welcome to ABC motors. You've got 15 seconds to make a great first impression, so: Of all the steps on how to sell cars, this one is extremely valuable to the dealership and the car salesman. When I'm "in the zone" I'm a veritable Jedi master of wordplay. Which is the right thing to do. But today I'd like to talk a little bit about my philosophy of selling. Keep in mind, the desk manager/sales manager is the dealerships orchestrator of the negotiation process and they will try to lead you into a sale that makes the most money for both you and them. The cars you show will have to meet the customers needs, but usually only has to fulfill some of their wants in order to make a deal. As a car salesman, I look at this and say "How can I turn this into a car deal?" I feel very good about myself and the job I do. Once you've received this from, unless their credit dictates otherwise, the deal will more than likely be made. Cash Down . And the most you can put down is $500. Broken it? So you can see the importance of getting the credit application. We've got plenty of those, follow me and I'll help you save a bunch of time and money. This is when the "Big Dog" comes in. Selling a car yourself is an easy way to get the most money for your used car. When you buy a new car, it turns into a used car the second you drive it off the lot. If a closer does come in on your deal...Do Not Talk While They Are Closing! It's my job to find out. Selling a car can be a daunting task, particularly if you haven’t done so before. I've rarely seen deals where a credit application is obtained (and the buyer was financially able to buy) and it doesn't end up with a sale. The test drive will usually begin with the salesman driving the car off the lot, with the buyer as passenger, heading off on a pre-determined route. Most salesmen will tell the buyer it's to: All of these are true, but ultimately you are trying to get their down payment to increase the profit of the deal. Credit Application ". The way I look at my job is, I'm a problem solver. . I mainly write for the benefit of the average person. Emphasize the features and benefits they've told you are most important to you from the fact finding section on how to sell cars. Remember it's all about helping the "buyer" take mental ownership. I’m going to answer this in dot point. ), Order accessories/parts if promised during negotiations, Remove the license plate from the trade in, Put the customers temporary tag on the new car. The closers are usually smooth talkers that have heard all a buyers potential objections before and has a mental bag full of solutions to help the buyer to say yes, today! but it's not the way I like to sell cars. While there is some debate as to which specific months are best to buy a used car, most experts agree that the last month of the year and the first are when cars, trucks, and SUVs are likely to be on sale for their lowest price. Nothing is easy that results in a handsome monetary reward. The simple act of titling the car in your name saps 20 to 30 percent of its value. The closers at most dealerships are the best of the best. Will it be easy? Of course, the sales manager won't give in that easy, but I think you catch my drift. "December and January are quiet months for the used car trade," says an article on Money Advice Service. You'll probably need to make up a deal jacket and get copies of: Follow up is extremely important when discussing how to sell cars and how to sell them successfully. Doing the math, that comes to $3,600 a month and roughly $40,000 a year. You'll probably learn the "If I Could, Would You" negotiating approach in most sales training a dealership will give you. Written Commitment ... (Depreciation)$15,000 / (Months owned)36 = (Depreciation per month)$416. The average marketing budget for a large, big-city dealership is $150,000 a month, during normal times. And I do this while "holding gross" (making a profit for the dealer), and making a decent living. The fourth step to learning how to sell cars is the demo and test drive. In other words, let the buyer play with the radio, program the preset radio stations, adjust the seat, mirrors, really relish in their own thoughts about what a great vehicle this is... Once you return to the dealership, this is where you'll ask the buyer to make a mini commitment to purchase the car. You want to try to discover a customers "core" needs more than get a long laundry list of wants. I started to get "trickier," for lack of a better term. Place a listing and follow these steps to learn how to find a buyer fast. These days, I do about 12 cars a month, 15 in a good month. Your information will be collected and used in accordance with our Privacy Policy. Return from How To Sell Cars to Car Salesman main Return from How To Sell Cars to Insider Car Buying Tips home, try{var pageTracker=_gat._getTracker("UA-8798577-1");pageTracker._trackPageview();}catch(err){}, ©2009-2017 Insider Car Buying Tips All Rights Reserved, Contact Us | Privacy Policy | Terms | Site Map. But as I gained more experience and got more training, I started changing the way I did things. You come in, you have a problem. The best advice I can give any "green pea" is to listen to your managers. If you notice a scratch or dent on the vehicle, run your hand over it and look a little flustered, then scribble some notes. A good salesman will sell nearly double that—20 cars—and make $350 to $400 per car with bonuses. Dealerships will refer to these steps as "the steps to the sale" and any car salesman new to the business will more than likely learn these steps, either formally or informally, on day one. bent it? So if you're looking for advice on how to pump out 30 a month and make $200,000 a year, go somewhere else. You now know how to sell cars like a pro. This method can be very effective and profitable. If want to learn how to sell cars, then you'll definitely have to learn how to negotiate and most dealers do that with a four square. 4. Is it possible for you to sell 30 cars per month? Where I excel, in my opinion, is in how I treat my customers, and how they feel about me. I'm fairly good with words, so I got pretty good at using word tracks. Customers looking for a trade-in often times will value their car through Kelly Blue Book, but that value is only accurate if they can sell their car at full Kelly Blue Book retail. On the ride back don't talk much, remain quiet so that the buyer has an opportunity to take mental ownership of the vehicle. Not to mention, these steps to the sale will give you a solid foundation to build on for a very successful career as a car salesman. The sales manager (the desk) will show you some kind of huge (just for show) discount and very inflated payments, with a huge down payment and the negotiations have begun... At this stage in this guide to learning how to sell cars you are looking to get one or more of the following: Your goal is to get the customer to say yes and buy the car with the first set of numbers you present to them. I don't need to razzle-dazzle these folks with impressive verbiage. Before I got into sales I told myself -- and my manager at the time -- that if anyone ever asked me to lie to a customer, or compromise my principles in any way -- that would be the day I quit. * Rapport, Rapport, Rapport! Edmunds data shows that vehicles tend to hold their value better in the first and second quarters of the year. And let's not forget the ever popular Puttin' the Pressure On. The second crucial element of this step is to keep the buyer from walking the lot and losing focus. Keep in mind when you read it, that this is a car buying tips website and that was written from a buyers perspective, but this page will tell you what it's all about and how the dealership will want you to use it. "Mr. and Mrs. Jones this is Tom our Service Manager and he will be the person you deal with when you want to get your new cars oil changed.".
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