Are you just fed up with giving vehicles away at invoice or worse below invoice? You should be, because that's exactly what most average salespeople are doing. Too much money is left on the table because of the lack of value the salesperson built on the product. So instead of using value to close the sale, the salesperson closes the sale on price. If this sounds like you, then you need to pay attention and properly learn how to sell cars and make the most amout of money.

• Greet every customer properly and use the word "Welcome" in your greeting. Welcome holds a warm feeling. So get used to using "Welcome" in your greeting.

• Start building rapport as soon as possible. You have to find common ground with them. Learn to make a new friend and make them feel comfortable. The selling part comes later. Talk about something else other than buying a vehicle.

• Stop pre-qualifying. Treat every customer as if they are here to buy. If you start to pre-qualify, you miss out on many sales that you could have closed. If they came to your dealership, assume they are here to buy from you and buy your product. Period!

• Slow down and qualify properly so you can show them the right vehicle. Skipping this critical step will results in going from vehicle to vehicle and chances are you will miss another sale.

• Build value in the product and stay off of price questions on the lot. Presentations and demonstrations will only build value in your product. So this is a must.

• Ask for the order with confidence. If you don't ask for the order, then they will just ask for your card and say "They need to think about it".

• Learn to use other techniques to close the sale, rather than using price. Unless you enjoy selling at cost or below cost, stop using price as your only closing tool.

• If you can't sell to them, then quickly follow up and bring them back in before another salesperson down the street sells it to them. Because it is a proven fact that they or someone they know will buy a vehicle now or somewhere in the future.

• And start prospecting to work with other groups of customers having a higher closing ratio rather than waiting on a walk-in customer. Get on the phone, start using mailing and the computer. Prospecting will help you grow as a salesperson and keep you out of the huddle. And remember, growing as salesperson will only result in your income to increase.

Product Knowledge And Why You Need It...

The shocking truth I found out about most average salespeople is that they don't know enough about their product. It is embarrassing to see a customer ask a question about the product and the salesperson has to read it off of the window sticker or the brochure to answer the question. The customer could have easily done this on their own.

You must get in the habit of knowing everything about all of your products and your competitors. This way you can fully answer any question or concern that is your customer might have. Learning product knowledge is not that hard. Because with all the help most manufactures give on product knowledge, it should be easy for you to learn. But retaining all that product knowledge is quite difficult. And that is something that you need to revise constantly on a daily basis.

Now I'm not saying spit out everything you know about the product until you bore out a customer, because that will not be effective. But you must know enough to handle any questions or concerns that they may have.  So yes, you need to know everything.

Find the customers hot buttons and use your product knowledge that pertains to the customers buying motives to build value. Instead of sitting around drinking coffee a million times a day, smoking cigarettes, or staying in the huddle, spend some time learning product knowledge.

Spend some time researching about your products and of your competitors. And don't be cheap, spend a few bucks and subscribe to automotive magazines like Car & Driver and the alike. This will keep you in the loop of the automotive industry and increase you product knowledge.

Be Productive While You Work

I have written numerous articles giving you examples of ways to keep yourself busy at work. All of these examples will increase your sales and make you more productive. Just think for a minute. Out of a full work day, how many hours do you really put into work? And hanging around, smoking, drinking coffee and ordering lunch does not count towards work. Chances are you only work a few hours the most at work.

So just imagine the results and income you can achieve by putting in a full days work by doing some of the examples I gave earlier. If you want to earn like a professional, then learn to become a professional. A professional looks for self improvement and growth. Continue to grow as a salesperson and your income will automatically grow because of your knowledge of learning how to sell cars properly.