It's a slow day and a customer finally walks through your doors. Just about every salesperson at the dealership hopes the customer is there to see them and that they are next in line to talk with this customer. Every salesperson knows that the only way to make money is to have a chance to sell that customer.
If you get a referred customer you are in a better position to make an instant connection because you already have something in common the friend that referred them. If it's a new customer to the dealer you have got to get focused in on what they are looking for.
Once your focused in on what you believe they want to drive, to fit thier needs for their lifestyle, it's time for the test drives. On the test drive it is your opportunity to learn a whole lot more about this customer, what he does as a job, is he retired, does he plan on paying cash, financing, and what his downpayment will be. All in the midst of showing him the features of the car on the test drive. This is where your auto dealer training pays off.
Once you've found a vehicle they like after the test drives are over, sit down with the customer and start working on pre-approval so you can give your customer the best deal. Take all the pertinent information for the finance department so they can start crunching the numbers.
Customers usually start getting a little anxious as this point. You as a sales person need to remember not to say anything - if you do you will have to start all over from the beginning and get the customer focused again.
The customer may tell you at this point that they think they can get a better deal at another dealership. Look at them and smile, and tell them they would like the vehicle if you could get a better deal on it. Excuse yourself at this point to go speak with your sales manager.
The sales management team is a very important part of the dealership. The customer gets a break from an experience that has already been a long one. It also gives you, the salesperson, an opportunity to try to get a better deal from the management team. You may just win the sale and that hard-earned commission as a result.
Sometimes you repeat this process with the same customer several times before you close. You have to be a team player at a dealership. It not only takes the training you've received but the help of the sales managers to complete an approved deal.
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