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How To Beat Objections In Car Sales

Posted by CarStory on Aug 12, 2011 10:37:44 AM

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As a car sales professional you need to be able to overcome any objection from a customer with a logical reason and solution that solves their issue and gets you closer to closing your car sale.

Overcoming Objections In Car Sales

A customer is always going to be somewhat apprehensive of what a car sales person is saying. After all, buying a car is a big deal. So, the whole time the car sales person needs to listen and figure out what the customer wants and the customer will be working to figure out if they like and trust the car sales person.

Listen and Ask Questions to Sell

The best way to build trust and a rapport with a customer is to get them talking about them and their family and their needs for a car. This is the quickest way to get your customer to start feeling comfortable with you. It is also the best way to get the customer talking about the type of car they're looking to buy and their budget. The key here, too, when you're looking to close the sale and sell cars is to listen. If you're not paying attention, you're not going to close the sale.

Start Putting the Pieces Together To Close the Car Sale

Now that you have built a relationship, and your customer has begun to trust you, it is time to deliver. You've asked the proper questions, determined the items they want and the items they need in a new or used car, so now it's time to start selling cars. Show them the cars that most closely meet their needs. Make recommendations. Watch the way they react to each option. Keep asking questions and respond by showing that you hear what they're saying.

Overcome Objections by Building Vehicle Value

When you're buying and selling cars, you have certain products, and they may not be exactly what the customer told you they wanted. But your aim, when you want to sell, is to show them the value of the car in front of them at that moment and how it fits into their aims, goals, and budget.

If you have the exact product they told you they wanted, show them the features and benefits and explain any differences in price. Then leave the decision to the customer, and when they ask questions give answers that build value in the product they are leaning towards. Never over sell in car sales, as this could hurt you if the customer feels they're being pushed too hard to buy.

Final Buying and Selling Car Tips

The key is to work to help the customer in a sincere way by offering sensible solutions that help them accomplish their goals. If you can listen and ask the right questions, you'll be on your way to more easily selling cars.

Topics: Sales Training Solutions