"Idea #1: Tell everyone you know (friends, family, members at church and civic groups, neighbors) that you sell cars at ABC Motors and that if they ever want a great deal to come and see you. Give them a card!
Idea #2: Call service customers and check to see if they had a good experience in service. Also tell them that you are a sales person at the dealership and that you are going to send them your card and remind them to come and see you when they are ready. Build a relationship--get to know them!
Idea #3: Start a Facebook page and get a ton of people to like you on it. Put trade-ins on it, put pictures of happy customers, rebates, etc. I know a customer of mine (Car Sales Assistant customer that is) who sells several cars a month strictly on Facebook.
Idea #4: Bring some doughnuts/pizza to local businesses and give a little speech on how they should come by and see you when they need a car.
Idea #5: Pay a good "bird-dog" for referrals ($100 works great!) People will go out of their way to send you customers when they know they can make a few bucks.
Idea #6: "Would-ya-Takes" Take a business card and write this on the back: "I have a buyer for your cars. Please stop by and see me." Put them on a few older cars (3-4 years old) over at WalMart and get ready to be busy! You have to have a good story when they show up. Your boss is looking for cars, you have a customer looking for a car like their, etc. Also, ask them if they are going to replace the car with something else. If so, try to sell them. If not, try to buy the car.
Idea #7: Call "Orphan Owners." When a salesperson leaves, call their customers and say that you are their new salesperson. Send them a card with a hand-written note thanking them for talking to you. Make sure you remind them to see you if they need sales or service.
Idea #8: Call those mailing lists that Ally Bank (etc.) gives you. Don't try to sell anything over the phone. Just tell them to call you if they ever need anything and tell them that you are going to send them a business card.
Idea #9: Use a fancy business card. One with your picture and the magnetic ones that people stick on their refrigerators.
Idea #10: Get email addresses and build up an email database."
http://carsalesassistant.com/CarSalesTechniques/Prospecting-Techniques.html
Saturday, August 15, 2015
"I want to think about it"
"Step 1: Acknowledge the Objection
"Great! You wouldn't be wanting to think about it if you weren't serious about it. You are serious about it, aren't you?"
Customer: "Yes."
Step 2: Tell a Story
"You know, I have been selling cars for years and one thing that I have learned is that when someone says that they want to think about it, there is usually one of three things concerning them.
Step 3: Give them Options...
"Usually there is one of three things keeping them from getting the car. It might be the vehicle and it's options, it might be whether or not they want to do business with me and this dealership or it might be the price.
Step 4: Ask which one is the reason.
"Mr. Customer, which one of those is the reason you don't want to invest?
Step 5: Wait for an answer
Most of the time, they will say price.
Step 6: Acknowledge the True Objection
"It sounds to me like you're on a budget like me and the rest of the world, aren't you?
Customer: "Yes."
Step 7: Close the Customer
"Well, if we could fiddle around with the numbers and get them to fit within your budget, is there anything else keeping you from getting the car today?"
If yes, over come the objection.
If no, close them on the budget.
But how do you "fiddle with the numbers?"
In no particular order...
Gas Savings Close
Longer Term of Finance
Switch them to a Lease
Ask for Money Down
Mechanical Savings Close (i.e. new warranty as opposed to paying to fix their old car.)
Reduce the difference in payment to a small and manageable number like "You're letting a dollar a day keep you from this car. That's a pack of gum!"
Things to NEVER DO!!!
Never ask them, "What's there to think about?"
That is a very weak question. It's too easy for someone to answer again that they just need to think about it."
http://carsalesassistant.com/CarSalesTechniques/I-Want-To-Think-About-It.html
"Great! You wouldn't be wanting to think about it if you weren't serious about it. You are serious about it, aren't you?"
Customer: "Yes."
Step 2: Tell a Story
"You know, I have been selling cars for years and one thing that I have learned is that when someone says that they want to think about it, there is usually one of three things concerning them.
Step 3: Give them Options...
"Usually there is one of three things keeping them from getting the car. It might be the vehicle and it's options, it might be whether or not they want to do business with me and this dealership or it might be the price.
Step 4: Ask which one is the reason.
"Mr. Customer, which one of those is the reason you don't want to invest?
Step 5: Wait for an answer
Most of the time, they will say price.
Step 6: Acknowledge the True Objection
"It sounds to me like you're on a budget like me and the rest of the world, aren't you?
Customer: "Yes."
Step 7: Close the Customer
"Well, if we could fiddle around with the numbers and get them to fit within your budget, is there anything else keeping you from getting the car today?"
If yes, over come the objection.
If no, close them on the budget.
But how do you "fiddle with the numbers?"
In no particular order...
Gas Savings Close
Longer Term of Finance
Switch them to a Lease
Ask for Money Down
Mechanical Savings Close (i.e. new warranty as opposed to paying to fix their old car.)
Reduce the difference in payment to a small and manageable number like "You're letting a dollar a day keep you from this car. That's a pack of gum!"
Things to NEVER DO!!!
Never ask them, "What's there to think about?"
That is a very weak question. It's too easy for someone to answer again that they just need to think about it."
http://carsalesassistant.com/CarSalesTechniques/I-Want-To-Think-About-It.html
"Gas Savings Close"
"You're $30.00 Away from Closing a Customer! (...for Example)
OK--lets say that you are $30.00 per month away from closing a customer and they won't budge and you want to hold your gross. What do you do?
If they are trading a gas-guzzler to a more fuel efficient vehicle then follow these steps.
Step 1: Find out how many miles they are driving a month. Ask them.
Lets say that they drive 1000 miles per month.
Step 2: Ask them what kind of gas mileage they get.
If they don't provide an answer, GIVE them the answer. Let's say 15 mpg.
Step 3: Do a little math for them.
Take the miles per month and divide by the gas mileage. In this case, 1000 divided by 15 is 66.67. This is the gallons of gas they are using right now in their gas guzzler.
Multiply the gallons by the current gas price ($3.25 outside my window right now) so 66.67 x $3.25 = $216.68 dollars per month to drive their current car.
Step 4: Tell them what kind of gas mileage your car gets.
Lets say it gets 30 mpg.
Step 5: Do the math for your vehicle.
Do the math--1000 divided by 30 mpg = 33.33 gallons x $3.25 = $108.32 (what their car will cost them a month to drive.
Step 6: Subtract the numbers.
Their car costs them $216.68 - our car at $108.32 = $108.36 in savings a month.
Step 7: Close Them!
"Mr. Customer, as you can see, when you get this new car, you will save $108.32 per month in gas. We're within $30 of doing business and even there, you will still save $78 a month in gas--just by switching to this car.
That's REAL MONEY, folks and that's at today's prices. Imagine how much you will save WHEN gas gets higher."
"Doesn't it make sense to save money on gas and get yourself a new car in the process?"
Tips...
Do the math in front of your customer--hand write it--get them involved. It makes this close much more powerful."
http://carsalesassistant.com/CarSalesTechniques/Gas-Savings-Close.html
OK--lets say that you are $30.00 per month away from closing a customer and they won't budge and you want to hold your gross. What do you do?
If they are trading a gas-guzzler to a more fuel efficient vehicle then follow these steps.
Step 1: Find out how many miles they are driving a month. Ask them.
Lets say that they drive 1000 miles per month.
Step 2: Ask them what kind of gas mileage they get.
If they don't provide an answer, GIVE them the answer. Let's say 15 mpg.
Step 3: Do a little math for them.
Take the miles per month and divide by the gas mileage. In this case, 1000 divided by 15 is 66.67. This is the gallons of gas they are using right now in their gas guzzler.
Multiply the gallons by the current gas price ($3.25 outside my window right now) so 66.67 x $3.25 = $216.68 dollars per month to drive their current car.
Step 4: Tell them what kind of gas mileage your car gets.
Lets say it gets 30 mpg.
Step 5: Do the math for your vehicle.
Do the math--1000 divided by 30 mpg = 33.33 gallons x $3.25 = $108.32 (what their car will cost them a month to drive.
Step 6: Subtract the numbers.
Their car costs them $216.68 - our car at $108.32 = $108.36 in savings a month.
Step 7: Close Them!
"Mr. Customer, as you can see, when you get this new car, you will save $108.32 per month in gas. We're within $30 of doing business and even there, you will still save $78 a month in gas--just by switching to this car.
That's REAL MONEY, folks and that's at today's prices. Imagine how much you will save WHEN gas gets higher."
"Doesn't it make sense to save money on gas and get yourself a new car in the process?"
Tips...
Do the math in front of your customer--hand write it--get them involved. It makes this close much more powerful."
http://carsalesassistant.com/CarSalesTechniques/Gas-Savings-Close.html
"Show Me the Money"
"1. Assume They Are Buying: When you assume the sale is a done deal you naturally act and talk in a way that not only is conducive to completing the sale but the customer will pick up on you words and actions and follow along. When you move through the steps to the sale assuming they are going to buy a car at the end of the process the customer will either buy the car or they will object. If they object you then move on to overcoming their objections.
2. Ask Them to Buy: This may sound simple, but you would be surprised how often new sales people or less experienced car salesmen continue to talk about the vehicle without ever asking for the sale. However you must remember that you don't stop asking after once or twice. Typically when you use this car sales closing technique the first thing that comes out of your customers mouth is an objection, which is what you are looking for.
3. Create Urgency: If you are in the car business, you know how important it is to sell them NOW because we all know about "Be Backs". The car buyer has a tendency to say we are just looking or we are not in a hurry, but it is your job to get them sold NOW. Sometimes in order to accomplish your goal you need to create a sense of urgency in your customer for your car sales closing attempts to work. You want to make them believe they are going to miss out on something if they don't buy now. An example might be the end of a sale or availability of the specific car they are interested in buying. A note of caution here: a little goes a long way and when you overdo the urgency combined with closing the sale you can come off as being pushy or as a high pressure salesman.
4. Make it Easy for Them to Say Yes: Listen to what they want and then make their wants and needs part of your car sales closing statements. Use their statements to close the deal. For example: You said wanted a red car with a sunroof and a payment under $400, right! or You said you needed a car that gets 30 miles to the gallon that seats five people that has remote entry and $5000 for your trade-in, right! Are you getting the idea now, you make it easy for them to buy a car when you have filled their needs and wants and use their words to make that point.
5. Go for the Gold - Objections: This is where the money is, it's in the objections of your customer. When it comes to car sales closing it always comes down to objections. It is the customer's way of saying: I am not convinced yet, I need more information or You didn't build enough value in your product, dealership and yourself. It's not that they don't want to buy the car; it means that you have some work to do before they buy the car. Overcome their objections one at a time like a checklist and then close the car sale."
http://EzineArticles.com/4844790
2. Ask Them to Buy: This may sound simple, but you would be surprised how often new sales people or less experienced car salesmen continue to talk about the vehicle without ever asking for the sale. However you must remember that you don't stop asking after once or twice. Typically when you use this car sales closing technique the first thing that comes out of your customers mouth is an objection, which is what you are looking for.
3. Create Urgency: If you are in the car business, you know how important it is to sell them NOW because we all know about "Be Backs". The car buyer has a tendency to say we are just looking or we are not in a hurry, but it is your job to get them sold NOW. Sometimes in order to accomplish your goal you need to create a sense of urgency in your customer for your car sales closing attempts to work. You want to make them believe they are going to miss out on something if they don't buy now. An example might be the end of a sale or availability of the specific car they are interested in buying. A note of caution here: a little goes a long way and when you overdo the urgency combined with closing the sale you can come off as being pushy or as a high pressure salesman.
4. Make it Easy for Them to Say Yes: Listen to what they want and then make their wants and needs part of your car sales closing statements. Use their statements to close the deal. For example: You said wanted a red car with a sunroof and a payment under $400, right! or You said you needed a car that gets 30 miles to the gallon that seats five people that has remote entry and $5000 for your trade-in, right! Are you getting the idea now, you make it easy for them to buy a car when you have filled their needs and wants and use their words to make that point.
5. Go for the Gold - Objections: This is where the money is, it's in the objections of your customer. When it comes to car sales closing it always comes down to objections. It is the customer's way of saying: I am not convinced yet, I need more information or You didn't build enough value in your product, dealership and yourself. It's not that they don't want to buy the car; it means that you have some work to do before they buy the car. Overcome their objections one at a time like a checklist and then close the car sale."
http://EzineArticles.com/4844790
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