- Research a car dealership before becoming one of its salespeople. Ask former customers if they were satisfied with their purchase. Ask current and former employees if they had a positive experience working there. A successful car salesman will work for an ethical dealership that is constantly training its employees.
- Act professional at all times. Avoid using bad language around the customer, keep your appearance neat and tidy and do not lose focus on your client. A buyer is more likely to trust a salesman who looks the part.
- Listen to the customer and ask questions. Make sure that you gather as much information as possible about the person you are dealing with. This will help you make a better decision on which type of vehicle will appeal to her and how much she can spend.
- Learn about your inventory. A potential customer will be more likely to purchase a vehicle from a salesman who is knowledgeable and can accurately answer any questions.
- Speak to each person in the party if more than one individual is involved in purchasing the vehicle. Many times a wife, husband or child may have questions about the car.
- Avoid giving the customer too much information about the financial aspects of the purchase. A car salesman’s job is to educate the potential buyer about the car itself, not how much the car will cost, the interest rate offered or how much monthly payments will be. This is the job of the loan officer.
- Follow up with the customer after this purchase. This could lead to other sales because this buyer may have friends or family members interested in purchasing a vehicle or may be interested in another purchase sometime in the future.