AUTO SALES PROCESS !!!!!!!

Are you someone new to the automotive sales industry? Are you someone that just wants to know how an automotive salesman thinks, perhaps to get a better deal? It may be difficult to tell you exactly what a salesman thinks or teach you everything you need to know about the industry at once. However, there is a generalized process that can guide you in the right direction. Having a process is the most efficient and effective way to make a sale. An auto sales process (for a customer walk-in) will typically consists of these steps:

1. Knowing your market
2. Before you can sell anything, no matter the product, you need to identify your market. That is who you are going to sell to.  
3. For example: It might not be wise to attempt to sell a V8 Mustang to a couple that walked in with an infant.
4. 2) Connecting with the customer
5. After you identify your customer, you want to initiate conversation. It is important that you leave them with a good first impression. One that allows them to trust you. You do not want to make any customer feel like you are forcing them to purchase a car. You may want to offer them a welcoming gift (food or beverage) to make them feel comfortable. Many customers can become anxious about buying a new car, since there so many options and is a significant cost.

1. 3) Establishing their wants and needs
2. After you have gained the customers trust, you need to establish their wants and needs. Are they looking for safe, reliable, economical, sporty, luxury, etc. With all the different options, it is crucial to understand their wants and needs, to be able to successfully make a sale. Do not forget to account for the customer’s affordability.

4) Giving the customers options.

Now that you have established their wants and needs, it is your responsibility as a salesman to narrow down there choices. Giving the customer between 3-5 choices will give them variety as well as increasing the chance of making a sale. In this step it is important to list the facts of each car, allowing the customer to have an informed decision. Although, the customer wants to make an informed decision, your job as a salesman is to persuade them into making the right choice.

5) Giving the customer time

Not every customer will choose a car immediately. It is important to give them time to make a decision. As a salesman you must remain persistent on all of your leads.

6) Finally, closing

For all of customers that officially are ready to buy, it’s time to close. This is where your negotiating skills come in. Your job as a salesman is to get the highest price that the customer will possibly pay, without losing profitability. Whereas, the customer is trying to get the car for as cheap as possible. When both parties agree on a price, you will have successfully sold your first car.

It is important to note that every dealership has their own specific version of this process. Nonetheless, this generalized process is more than sufficient for a first time automotive salesman. Now go out there and make some sales!