Any salesperson can tell you that a customer knows what he wants before he ever steps foot on the lot.
From brand to features and options, most customers just need to have five key questions answered for them before they buy.
They want to be convinced that they are buying the right car with the right features for the right price at the right place at the right time.
That seems like a lot, but if you break it down, closing the deal is really quite easy.
Automotive Sales Question One: Do I need the features this vehicle has? Be prepared to discuss the various features of the vehicle and how the customer will benefit from them.
You can gain this information through the process of investigation performed earlier.
If you have performed an adequate investigation, it will be easy to explain to a customer just what they are gaining from each feature and options.
How to Sell Cars Question Two: Is this really the right 'one?' Because so many of today's cars offer pretty much the same features and options, you must distinguish your car brand.
Instead of focusing on the features, focus on building up the brand.
Discuss the benefits of your brand as well as some of the awards or citations it has received.
Don't just sell the car, sell the brand.
Automotive Sales Question Three: Is this the best dealership to buy from? Let's be honest.
Your customer has a lot of places he could buy from.
What makes your dealership special? You have to make your dealership stand out in his mind as the only place to buy.
Use customer service and trust to answer this question.
Convincing your customer that your dealership is the best place to buy is an important part of the sales process.
Automotive Sales Question Four: Am I getting what I want for the price? This question should answer itself if you have done your job on the first three questions.
If the customer is happy with the features, the brand and the dealership, the value should be obvious.
If you sense hesitation in your client, back up to the previous questions and figure out where you went off track.
Automotive Sales Question Five: Is right now the right time? This is possibly the most difficult question to answer, because only your customer knows.
What you can do is create a sense of urgency.
Figure out a way to create excitement and generate a need for the car right now, today.
If all of the questions above have been answered and the only thing holding them back is timing, it's up to you to convince them that right now is the only right time to buy.