Automotive sales training for closing deals by using humor

A story about using humor

A friend of mine in the car business who was a salesperson was very good at what he does. He was a top salesperson who was good at all the steps to selling. From being good at the basics, following up, prospecting, closing etc. But what made him even better is he had a talent for making people laugh.

When the showroom was jam packed with customers, he was a true show stopper. He would put on these silly glasses with the big nose and moustache and start with this entertaining hilarious speech right in the middle of the showroom. A gimmick like this worked for him. Every customer didn't talk to him. But the ones that did were very easy to sell to because of the strong rapport he had with that customer. And there is absolutely no reason why you can't get creative and find your strong points.

If you have a great sense of humor, use that to you advantage. No need to turn into a stand up comedian like my friend but learn to entertain. You can easily see that the superstars in the car business are all salespeople who have a great sense of humor, follow a plan and work smart. They spend an ample amount of time, money and effort getting better at selling. And they are all very likeable people. But the average salespeople are the ones that are stubborn and think that there is no room for improvement. These are the sales people that usually never grow. Make a friend before you sell something. And building rapport is the same thing as making a friend.

What to avoid when building rapport...

It's a great feeling when you can make a friend and have a happy customer. As I said earlier, build as much rapport as possible. But don't get so emotionally involved that you forget your main objective and that's to sell a vehicle. There is a fine line between building enough rapport and getting emotionally involved. Learn to build enough rapport but avoid that pitfall of getting emotionally attached to the customer. If you do get emotionally involved, you will always sympathize for the customer on every objection and eventually you'll work the deal differently.

Think about this; if you're emotionally involved, how will you present your deals to your managers? All you'll end up doing is sympathizing for your customer. If you approach the sale this way it will weigh your judgment and affect your selling ability.

Try to empathize with your customer rather than sympathizing with them. Your customers are spending thousands of dollars on these vehicles. So YES, you do need to be understanding towards their feelings. Because if you understand them, you'll have an easy time gaining trust. You need trust to close deals. So learn not to sympathize. Build rapport and empathize to gain trust and close the deal.

About the Author

Mak has many more proven Auto sales training guides. For a limited-time get your must have free gift e-course only available for car salespeople

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