Automotive sales training tips to building rapport

Why won't car salespeople build rapport?

To earn professional wages in the car business, you must stop from meeting the customer and trying to close right away. And the worst part about it is, using price as your closing tool. Closing on price might sell you a few cars but it limites your earning potential to earn as a professional car salesperson.

Getting the customer to like you is key to grossing high per deal and closing the sale. You must get the customer to like you if you want to make real money in the car business. So why not slow down and build rapport and get to know the customer? What this will allow you to do is gain control of the sales process. Building rapport will slow things down and allow you to smoothly follow the basic step to a sale.

Look it's not a big secret that the customer came into your dealership interested in purchasing a vehicle. And this shouldn't be a surprise to you either that you're there to sell them one. So slow things down and ease that tension away from the customer by building rapport. People hate being sold to. So make them feel as if they are here to own a vehicle rather then you are there to sell them one.

Since almost all customers don't like to be sold, it's your job to get that nervousness out of the air and ease that tension. Start asking them open-ended questions and allow them to talk. Break the ice and start asking them questions about themselves such as:

Where do you work?

Do you have any kids?

The idea is to slow things down and get off topic and talk about something else other than selling them a car. This is called building rapport and it's the easiest way to make the customer feel comfortable. Now don't just build rapport, qualify at the same time. Building rapport and qualifying should be done side by side. If you do these 2 things then you ease the tension and at the same time figure out what vehicle to present to the customer when it comes down to showing them a car. It will also save you time and help you close the sale.

Is there a set amount of time the car salesperson should spend building rapport?

No one can tell you how long it should take. That will vary from customer to customer. Some are easy and some people are tough. But if you have control over the conversation then I would say it's fairly easy to build rapport.

If one of your strong points is that you're very humorous, use that to your advantage. Just don't be rude. Customers are much easier to close when they are having fun, laughing and having a great time. Mastering these selling skills is a must. There are tons of others I teach. But building rapport is a must to succeed in the car business as a salesperson.

About the Author

Author Mak has tons of exciting Automotive sales training tips and strategies. Grab your must have free gift mini e-course for car salespeople

Comments

No comments posted.

You do not have permission to comment. If you log in, you may be able to comment.

Complete the details below to send a link to the page:
http://uniquebusinessarticles.com/sales-training/automotive-sales-training-tips-to-building-rapport.html