How to Sell Cars Professionally

Be completely confident in the cars you are selling. If you think the cars you are selling are lemons, it will show during your sales spiel. Seek out dealers that are reputable and known for selling well-made cars. If you are starting your own dealership, purchase cars from auctions and other dealers that have been inspected and are well-made cars. In many states, it is against the law to knowingly sell cars with serious problems.

Gauge the custome'rs need based on simple conversation. Don't start out trying to sell a car to your customers. Instead, start by having a conversation with the customer about what she needs and what she is looking for in a car. Really take note of her particular situation and make suggestions accordingly. For example, does she have a large family? Does she travel a lot? Will she be hauling heavy equipment in her vehicle?

Don't engage in smooth-talk; be honest and direct. Slick, fast-talking car salespeople usually deter serious car buyers. Don't make promises you know you can't keep. Be honest and direct. Don't try to direct a customer towards a car you know is far out of his price range. If he has a budget in mind, discuss how realistic that budget is in relation to the type of vehicle he wants. If he is adamant about purchasing a car out of his specific price range, discuss financing options and go over every detail to be sure he understands what he is getting into. The most successful salespeople are those who take their time to understand the needs of their customers without putting their own commission-oriented interests ahead of the customer's needs.

Walk the customer through the entire process, from choosing a car to driving it off the lot to follow-up maintenance. This is the best way to garner repeat business. If you are there with her every step of the way, answering questions and providing additional information and clarifications, she can feel at ease with the decision they are making. Even when she purchases the car and take it home, make a follow-up call a week or two later and make sure the customer has everything she needs. Offer any assistance in booking appointments with the service department for maintenance or repairs. It is this kind of individual attention that customers remember when it comes time for her or someone she knows to buy a car.

Don't engage in high-pressure tactics. Yes, you have a goal in mind each week. Yes, you have to make a living through the commission you receive every time you sell a car. Nevertheless, nothing---NOTHING--turns a potential customer off from buying a car faster than a salesperson who tries to pressure him into a purchasing a car he is not sure he wants or can afford. This is where building relationships with your clients becomes so important. By simply talking to them about exactly what they are looking for and what they are comfortable spending, you can make suggestions that fall outside of the realm of those specifications, but you can't pressure the customer into purchasing the car you think he should have. Remember, so much of sales is word of mouth and the idea is to have customers recommend you to friends and family when he begins looking for a new vehicle.