If you've been reading these articles for some time, then you should know that the person that is asking the questions is in charge of the conversation. But most average salespeople don't bother to ask any questions at all to their customers.

Instead they rely on the customer to ask all the questions and they just supply the answers. The problem with this approach is, when the customer is satisfied with all the info they need, they'll just say "Thanks for your time" and then leave.

Slow down. Ask lots of questions. Doing so will show the customer that you are showing a lot of interest to solving their problem. And their problem is purchasing a vehicle. And second, if you ask a lot of questions, this will help you qualify and understand their needs. Question based qualifying is the easiest process to presenting with customer with the right vehicle.

One example of a type of question you must work into your speech pattern is known as either/or questions. An either/or question is simply you asking a question and then supplying the answers for the customers. It's almost identical to a multiple choice question.

Here Are A Few Examples Of Either/Or Questions

• Who is the lucky one, you OR someone else?

• Were you interested in light OR dark colors?

• Will this vehicle be for business, pleasure OR a bit of both?

• Is this your first time to our dealership OR have you been here before?

• Were you looking for a car, truck OR more like a SUV?

These are all excellent examples of either/or questions. Notice how the question always supplies the answers. This type of questioning is called a closed ended question. This type of questioning will keep you in control of the conversation and should also control the sale.

Keep in mind though that you should not ask these types of questions one after another. Doing so will seem as if you are interrogating them. So you must master this technique to make it seem as natural as possible. Mix it up and have fun with it. Don't seem stiff, just keep practicing and soon it should flow naturally.

TIP: Don't practice any new technique on your customers. Instead, role play with other salespeople and soon you shall master them.
 
There are many more questioning types. Either/or questions are just one of them. But if you can master the art of asking questions, then you should have an easy time controlling the sale.

TIP: Most good closing questions are a good form of an either/or question.

Looking Professional

I know I have spoke quite a bit on questioning. But while it's essential to sound like a pro, I want to bring up subject that is often overlooked. And that's your physical appearance. You must look like a pro.

First impressions are a critical factor as to how a person perceives you. If your customer sees and doesn't like your appearance, then it will become difficult for you to over come that later in the sales process. So start on a good note and make a great first impression. So, having a neat and professional appearance is a must.

How can you tell if you need a make over?

Let me give you a quick example. If you're sitting at work reading this, then I want you to stop for a moment and look at your shoes. If they look like cinder blocks then that's a good indication that you need a make over.

Hey look I'm not saying for you to wear Armani to work everyday. All I'm trying to point out here is to be neat and look like a professional.

Look like a pro. The way you look has an impact on your performance, so keep in mind:

• Your head and facial hair (if any) should be neatly trimmed and groomed.

• Your clothes should always be clean, unwrinkled, and fit properly.

• Your shoes should be shined and in good condition. It is said that people make many assumptions based on the shoes people wear.

• Your personal hygiene should be of a high standard.

• Your cologne or perfume, if any, should be light. Some people are allergic to perfumes or dislike them.

These are just simple adjustments you can make to make a good first impressions. This is nothing fancy. But I guarantee your attitude and your income will change for the better by making these simple adjustments.

I hope I was able to provide you with some good strategies that you can use to increase your income in sales. But once again I am reminding you if you take them work and do nothing with it. Then you are just wasting your time. So start taking steps immediately to increase your income. Apply the techniques taught here and watch your income grow. Some of this is common sense and some of this should be enforced by your auto sales managers as dealer policy. But I still wanted to give you a quick reminder. 

See you on another article and have a great selling day!