Car Sales Training: 11 Ways Newbies Can Sell More Cars

Brantley Kendall

19 Oct 2022 2 years ago

When it comes to selling cars, there’s a lot that goes into it – from understanding the product and handling customer objections, to negotiating a sale and closing the deal. For new salespeople, it can be tough to know where to start. In this blog post, we’ll provide 11 tips for helping new car salespeople boost their sales performance.

Understand the customer

The customer’s needs and wants should be the number one priority for the salesperson. It is important to find out as much as possible about the customer before trying to sell them a car. This can be done through conversation and by asking questions. Once the salesperson knows what the customer is looking for, they can better match them with the right vehicle. It is also important to understand the customer’s budget so that the salesperson can stay within their price range.

Understand customer

Build rapport

Building rapport with your customers is one of the most important things you can do as a car salesman. Why? Because people buy from those they like and trust. By establishing rapport, you increase the chances that your customer will like and trust you, making them more likely to buy from you. There are several ways to build rapport with your customers. One way is to find common ground. Another way to build rapport is to mirror your customer’s body language. Finally, remember to always be genuine with your customers. Don’t try to fake it until you make it – be yourself!

Don’t be pushy

Salespeople who are pushy and try to force a sale on their customers are more likely to lose the sale than those who take a more relaxed and genuine approach. Being pushy often comes across as insincere and can make potential customers feel uncomfortable. On the other hand, salespeople who take the time to get to know their customers and build a rapport are more likely to be successful in closing a deal. Customers are more likely to trust and respect salespeople who take the time to listen to their needs and concerns. In order to close more deals, car salespeople should focus on being genuine and building relationships with their customers. This approach will show potential customers that the salesperson is interested in their needs and not just trying to make a quick sale.

Know your product

If you’re in the business of selling cars, then it’s important that you know your product inside and out. Why? Because the more you know about the cars you’re selling, the easier it will be to close deals. Your customers are going to have questions about the car they’re interested in, and if you can’t answer those questions, they’re not going to have any confidence in you or the car. But if you know all there is to know about the cars you’re selling, you’ll be able to answer any question that comes your way, and that will instill confidence in your potential customers. Plus, when you know your product well, you’ll be able to more easily identify the features and benefits that will appeal to potential customers. And when you can highlight those features and benefits, you’ll be much more likely to close a deal.

Anticipate objections

As a car salesperson, one of the best ways to close more deals is to anticipate objections from potential buyers. By doing so, you can address these objections head-on, before the buyer has a chance to bring them up. This will give you a significant advantage in negotiations, and ultimately help you close more deals.

Ask probing questions

Sales people are often taught to ask probing questions in order to get to the root of a customer’s needs. By asking the right questions, salespeople can uncover key information that can help them close more deals. Probing questions help salespeople understand a customer’s true motives for buying a car. Often, customers may not be aware of their own needs and desires. By asking probing questions, salespeople can help customers identify what they really want and need in a car.

Understand Pricing

If you want to close more car deals, it’s important that you understand pricing. After all, price is often one of the biggest factors that influences a customer’s decision to buy. As a salesperson, you should have a good understanding of the MSRP (manufacturer’s suggested retail price) as well as the dealership’s pricing structure. This way, you’ll be able to answer any questions a customer has about pricing, and more easily overcome objections.


Take advantage of online tools

In today’s day and age, there are a number of online tools that can be used to sell cars. These tools can help you reach a wider audience, and make it easier to close deals. Some of the most popular online tools for car salespeople include online listings, social media, and automotive lead generation services. By using these tools, you can connect with potential customers who you may not have otherwise had the opportunity to meet.

Stay up to date on industry news

If you want to be successful in the car sales industry, it’s important that you stay up to date on all the latest news and developments. This way, you’ll be able to better understand the market, and adapt your selling strategies accordingly.

Be honest

Last but not least, one of the most important things you can do as a car salesperson is to be honest. This includes being honest about the cars you’re selling, as well as your own abilities. Customers can tell when someone is being dishonest, and this will erode their trust. On the other hand, if you’re honest and transparent, you’ll be much more likely to build relationships with customers and close more deals.

Follow up

Another important tip for car salespeople is to follow up with customers after they’ve made a purchase. This can be done via email, phone, or even in person. By following up, you’ll be able to ensure that your customers are happy with their purchase, and you may even be able to upsell them on additional products or services. By following these tips, you can become a more successful car salesperson. Remember, selling cars is all about understanding your customer, knowing your product, and staying one step ahead of the competition. If you can do these things, you’ll be well on your way to success in the car sales industry.

Brantley Kendall