Everyone has purchased a vehicle at one point or another. Whether the vehicle was used or brand new, this process included dealing with a car salesperson. In recent studies most buyers stated that the choice to buy was made based on how the car salesman treated them than any fact about the vehicle. In these studies the car salesman was ranked as the most important aspect over the vehicle price or amenities. I bet you didn’t know you were the most important aspect of selling a car, did you? So the issue is not what inventory you have, or the markup on your cars. The issue is whether or not you can connect with your customer and leave a lasting impression. Consider these three tips for making sure you are the car salesperson that the customer chooses.

Car Sales Training Tip 1: Build a Rapport Make a connection with your clients! Listen to what your customers have to say and talk to them like they are normal people, not just prospective buyers. Act normal, not like some guy trying to sell them something. Don’t talk over your customers or try to tell them what is best. Understanding what they need and being polite will go a long way to establishing a connection. Build a connection with your customer up front if you expect to be taken seriously. You need to ask questions about what your customer likes or enjoys. Do they have children, what are their hobbies, or where do they like to vacation? After all who would you rather buy a car from, someone who can recite all the features or one vehicle or someone that cares about what is best for you as a person? That’s right, everyone will choose the guy who actually cares about their needs and wants over the guy who can recite facts all day long.

Automotive Sales training Strategy 2: Understand What You Are Selling Most people think it is easy to memorize the inventory and know which cars are on the lot. However, to your customer it is more important what features a car has than what make or model you can offer. People buy a car based on what it can provide. Does the car have special amenities or features that will make the customers life easier? Put together a list of features that add value for your customer. If the customer has children and you understand the importance of a rear seat DVD player the customer will be very impressed.

Automobile Sales Training Tip 3: Networking/Prospecting Did you know that 80% of all new motor vehicle sales come from referrals? So it makes sense to network or prospect. Spend some time thinking about who you know. Make a list of your circle of friends, relatives, acquaintances, and organizational members. Tell them you are a car salesman and that the next time they need a car, you’re their man (or woman). You can even tell them a little about one of the vehicles you’re selling, so that they can see how professional you are. Ask them if they know anyone who may be in the market for a new vehicle, and if so, whether they would refer you.