The essential skill of the car salesperson is the ability to close a deal. Commission pay ties your income directly to the number of sales you make. If the salesperson’s assertiveness and finesse does not come naturally to you, it may be hard to act the part. Understand your own weak points and learning the basics can still allow you to sell more cars and make more money.

The first thing you need to do to improve your sales skills is to figure out what personal weak spots are limiting your success. An inexperienced car salesperson will normally find two main challenges. Point number one to focus on is the first impression you make on your customer. An outstanding initial impression will determine the tone of the entire transaction, so take care to appear knowledgeable and trustworthy from the beginning.

Once you’ve made a great impression, you need the second skill: confidence. A confident salesperson will always make more sales that one that doubt himself. Once you believe in your own salesman’s skills and have a learned a few good techniques, your confidence will grow and you will have mastered the second obstacle!

Where better to learn how to sell than from successful salespeople? Good car salesmen got that way by getting good and extensive training. Having the knowledge they have will give you the tools to start making more money in your dealership right away.

For example, the best secret weapon is to make the customer feel a sense of obligation to the seller. This is sometimes referred to as the lap dog technique. Offering to meet a competitor’s price is one way to increase a customer’s trust. Next, the seller will make follow-up phone calls and progress reports to the potential buyer which tightens the buyer-seller relationship. Using this technique, the seller increases the volume of sales by making the customers feel obligated to return.

Another underappreciated car sales technique is working slowly. It sounds unlikely, but by stalling for time you can wear out a customer until he is eager to close a deal and get it over with. Good tricks include searching for lost pens and long talks with colleagues while the customer waits. Taking up the buyer’s time also makes him less likely to bother calling another dealership.

Last but not least, remember to up-sell! This technique amounts to convincing the buyer to sign up for additional features and services for their car. Window tinting or spoilers are typical offers that are used for up-selling. For each car for sale, you should have at least two up-sell items prepared, ready to offer the customer.

Get auto sales training right now and learn how to close more car deals! Just by applying your new knowledge you can start increasing sales volume. Practice will make perfect as you work on your skills and watch your income grow with them. Good luck becoming a better car salesman!

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