Do You Have A Car Selling Script?
Auto salespersons that are new to the business will benefit by setting themselves up with a sales script that allows them to present themselves as a professional who knows how to sell cars. Each sale contains the same elements every time: greet; rapport; investigate; brief; demonstration; overcome objections; and making the sale. It seems like a lot to do but successful auto salespersons that use a script are able to move through the sales process in an easy manner.
Script or no script that is the question
If you sit down and work out a script in your head of how you will handle each of these different steps, you are going to find that your sale pitch is easier to give. You will not stammer, you will be able to handle every situation that arrives when you are in the middle of the sale, and you will find that your professionalism and confidence is stronger than ever. With a script, even if you are new to the auto sales business, you will be able to maintain your composure and act accordingly.
What goes in the script?
What you put in your script will depend on your particular style of selling. Obviously the first thing should be your greeting and you are actually going to get a better result from your potential customer by introducing yourself with your name right off the bat than just saying, ‘Can I help you?’. If you say, ‘Hi, welcome to Everyday Motors, I’m Eric and you would be’ you’ll get their name immediately with an introduction to whoever else is with your customer.
The next thing you want to add to your script is a way of building a rapport between you and your customer. Small talk is a great way to engage your new friends and by using some common sense and common ground, you can get your customers to open up and feel relaxed about buying a car from you. Use a common topic such as sports or pets to banter with your customers and get them feeling good about being there. You can then move the conversation into their needs and what they are looking for in the new vehicle they want to buy.
Remember to always be professional, polite, and positive. Having this type of approach in the car business will only benefit you. Because that will help you get the sale.
Filed under: Sales