Getting to the point of making a sale is not often a straight-cut process. Customers who are interested in buying a car are not always open to the idea of being “sold.” They don’t like to feel pressured by salespeople at the dealership. When you meet a prospect for the first time, there is an invisible wall of resistance that must be collapsed, so if you want to learn how to sell more cars, you need to focus on building trust.

Customers are not always willing to engage salespeople. They say, “Oh, I’m just looking,” when asked if you can help them. You can generally view this statement as, “Well, I don’t want to buy right now” or “I don’t want you to pressure me into anything.” By looking at this common objection in a new way, you will figure out how to dispel it.  

How sell more cars: the 5 step process

1. Be prepared for this type of response 

As a salesperson, you need to have the right attitude when approaching customers on the lot. At first glance, customers will usually have a moderate sense of resistance towards you. The “I’m just looking” excuse is easy to overcome if you expect it and react accordingly.

2. Be direct

Salespeople who “lurk” around the customer are not received well. Approach with confidence and show professionalism.

3. Act agreeable and enthusiastic 

The old saying is true: enthusiasm is contagious. Customers want to deal with salespeople who show a genuine desire to provide assistance.

If someone tells you he is just looking, respond by saying, “Excellent! There are plenty of great vehicles in our inventory.” Follow up your response with a low-pressure, open-ended question (more on this below) to further engage conversation.

• Talk with a smile, but not a fake one. Learn how to be excited about the approach, and your smile will be genuine.
• Slightly elevate your speech. You don’t want to yell, but raising your tone will command attention and show enthusiasm.

4. Lead with open-ended questions

The best way to engage the customer is by asking the right thing. Open-ended questions will create an opportunity for dialogue without pressuring your lead. Getting him to open up and talk to you is an important step to learning how to sell more cars.

After you receive the “I’m just looking” objection and respond with confidence and enthusiasm, follow up with an open-ended question. Here are a few good examples:

• What kind of vehicle are you searching for today?
• What vehicle do you currently drive? What do you like or dislike about it?
• Why did you decide to choose our dealership?
• How do you feel about the selection so far?

5. Focus on building rapport and giving help 

After you open a dialogue, don’t go straight for the sale. Take your time and get to know your prospect—their needs, wants, desires, hang-ups, and limitations. Give them the ease of speaking freely, without pressure to buy, and provide answers along the way.

Capitalize on the opportunity to share your expertise and listen well. The bottom line is that customers are at the dealership to buy a car. Otherwise, they wouldn’t be there! They want to deal with professionals who demonstrate great service.

6. Identify pain points and provide a solution 

While the customer is talking with you, make a mental note of the pain points he mentioned. If you’re trying to learn how to sell more cars, pain points can be used to your benefit. These are the details that will ultimately tell you how to sell the vehicle.

Keep the pain points in mind, but don’t act on them right away. First, show the customer you’re willing to listen to everything he has to say. Once you’ve gathered enough information to narrow down which vehicles are the right fit, provide a short list.

Common pain points to look out for:

• “I’m shopping for a vehicle for my teenager, so it needs good safety features.”
• “I only have a marginal credit score because of (insert reasons).”
• “I drive a lot for work, so I need something that can last.”
• “I don’t have time to shop around. There’s too many choices, and I just want something reliable and cheap.”

7. Demonstrate Value

After understanding your customer’s needs and presenting a suitable vehicle, it’s time to demonstrate the value it offers. Take time to explain the features of the car in a way that aligns with their expressed needs. If they mentioned safety as a key concern, talk about the car’s advanced safety systems. If they stressed the need for fuel economy, discuss the car’s miles per gallon rating. This will help your customers see why the car is a good fit for them and will make them more likely to make a purchase.

8. Allow For Test Drives

Test drives can be a pivotal point in the car-buying process. It’s the first time a potential buyer can truly feel the car and imagine themselves owning it. Use this opportunity to further discuss the car’s features and benefits in a relaxed environment. Remember, the test drive isn’t about hard selling but creating an experience where the customer feels comfortable and excited about their potential new car.

9. Follow Up Tactfully

A successful car sale often involves more than a single interaction. After the customer has left the dealership, follow up with a phone call or email. Be respectful of their time and use this as an opportunity to address any unanswered questions they may have. This could be the extra push they need to come back to your dealership and finalize the purchase. Remember, persistence is key, but always respect the line between being helpful and being intrusive.

10. If all else fails, plant the seed and walk away 

Some customers are simply adversely responsive to salespeople. It’s easy to tell within the first thirty seconds of a conversation. If you find the customer becoming aggravated or uncomfortable, the best strategy is to bow out with grace. Give the customer your card and let him know where to find you if he needs help. He’ll appreciate your intuitive understanding that he wants to be left alone for now and come back to you later.

Steering Your Way to Success in Car Sales

Mastering the art of selling cars requires more than just persuasive sales talk. It necessitates genuine interest in your customers’ needs, an understanding of their pain points, and a commitment to providing them with the best solutions. The above tips outline a strategy not just for closing a deal, but for building strong relationships with customers who can turn into repeat buyers or referral sources.

Your ultimate goal is to guide your customers through a positive car buying experience that’s memorable, satisfying, and hassle-free. Each step, from breaking the ice to the follow-up, plays an essential role in this process. It’s all about taking your customers on a journey that transforms them from mere prospects to satisfied buyers and advocates of your dealership.

Selling more cars isn’t a result of pressuring people into buying, but a consequence of effectively communicating value and building trust. Always remember, successful car salespeople are those who sell value, not just vehicles.

How do you break the ice with customers at the dealership? Do you have any tips to add? Share your thoughts in the comments!

The post 10 Tips on How to Sell More Cars appeared first on AutoRaptor CRM.

If you sell Jeeps, you know it’s not just “another” vehicle brand — it’s a lifestyle for many proud Jeep owners. There are dedicated fan websites, forums, clubs, and accessories. Jeep lovers attend events and congregate for off-roading adventures around the country. They make fantastic modifications to their Jeep Wranglers and show off to each other, trying to figure out who customized their rides the best.

Needless to say, if you sell Jeeps at your auto dealership, you better brush up on your Jeep facts if you want to sell to devoted fans of the brand. In addition to knowing every Jeep on your lot inside and out, it’s good to have some exciting trivia in your back pocket that you can pull out when necessary. These little nuggets of knowledge show that you didn’t just read the owner’s manual — you have a real interest in Jeeps and the people who drive them.

Sharing some of these lesser known details can help you gain trust with potential buyers, get you “in” with the Jeep-buying crowd, convert customers into first-time Jeep owners, and maybe even close a deal for an individual who’s on the fence.

The top 20 Jeep facts every auto salesperson should know

1. The first Jeep was a byproduct of World War II.

In June 1940, the U.S. Army asked automakers to create a quarter ton “light reconnaissance vehicle” specifically for the Army’s unique needs. Of the 135 automakers solicited, only 3 responded — Bantam, Willys, and Ford. It took about a year, but contributions from each company ended up creating the template for the first Jeep vehicle. The prototype was finished in only 75 days and delivered to the U.S. Army on November 11, 1940, by Willys-Overland, who won the primary contract.

2. Ford gets the credit for the Jeep’s grill.

The iconic flat slotted grill with integrated headlights is a big part of the Jeep’s design, and Ford is responsible for it. The company’s Pilot Model GP-No.1 “Pygmy” started with 13 slots, then went to nine, and ended at seven in 1945.

3. The exact origin of the Jeep name is a mystery.

The first Jeeps used by the Army were Willys MA and Willys MB, but eventually, the name changed to Jeep. Some people believe it’s a play on General Purpose Vehicle (GP), while others say it’s the name of Ford’s version, GPW; G stood for “government,” P was the distance between the wheels, and W was Willys since Willys held the license. Other people say the name for any military prototypes was “jeep” and it just stuck.

4. A Jeep received a Purple Heart.

A Marine Corps Jeep that was the first to land on Guadalcanal and one of the first on Bougainville received a retirement order and a Purple Heart for bullet holes in its windshield.

5. Jeep isn’t a stand-alone company.

The Jeep brand has had eight different owners, with Fiat-Chrysler as the current company in charge. Before that, it belonged to Chrysler LLC, Daimler Chrysler, Chrysler Corporation, Renault, American Motor Corp., Kaiser Jeep, and Willys-Overland.

6. The first civilian Jeep was the CJ-2A.

It came out in the late-1940s and offered features the military versions didn’t have, like a tailgate, external fuel cap, and a side-mounted spare tire. The company was hoping it would appeal to farmers and construction workers.

7. The 1963 Jeep Wagoneer featured a lot of “firsts.”

The Wagoneer was the first “luxury SUV”, boasting the first independent front suspension and automatic transmission in a 4X4 vehicle, the first overhead-cam six-cylinder truck engine, and the first automatic full-time 4WD system.

8. The Jeep Wrangler has great resale value.

The 2016 Jeep Wrangler was named Best Resale Value in its class (Compact SUV Crossover) and one of the top 10 cars overall by Kelley Blue Book’s KBB.com.

9. You may save money on insurance if you drive a Jeep Wrangler.

In a nationwide comparison of auto insurance rates, Insure.com named the Jeep Wrangler one of the ten least expensive vehicles to insure.

10. The Jeep Grand Cherokee is popular.

The Jeep Grand Cherokee was named the 2016 Most Popular Traditional Midsize SUV on Edmunds.com. Their definition of “most popular” was the vehicle in its segment that attracted the most “car-shopper consideration” on the research and inventory pages.

If you’re like most car salespeople, you aren’t just selling one brand all the time. In addition to knowing plenty of Jeep facts, it’s also a good idea to read up on facts about other big auto companies like Honda and Ford. By sharing these fun facts, you’ll hopefully see an increase in commission that will impress your boss and maybe even put you in line for a promotion.

11. The Jeep Liberty was the first Jeep to offer two-wheel drive.

The Jeep Liberty, introduced in 2002, was the first Jeep vehicle to come with a two-wheel drive option, which was previously unheard of in the brand’s line-up. This was a bold step towards making Jeeps more accessible to a broader audience, not just off-road enthusiasts.

12. The Jeep Wrangler has roots in pop culture.

The Jeep Wrangler has been a staple in popular culture, famously featuring in the Jurassic Park movie franchise. This exposure helped cement the vehicle’s reputation as a versatile and rugged off-roader, ideal for any adventure – whether in a city or on a remote island.

13. The world’s longest parade of Jeeps.

In 2015, the world record for the longest parade of Jeeps was set in the United States. This record involved 2,420 Jeeps that gathered in Pennsylvania and drove in a single file line. The record reaffirmed the passion and dedication of the Jeep community.

14. The Jeep J8 was specifically designed for military use.

The J8 is a military-spec vehicle introduced in 2008, featuring heavy-duty rear leaf springs, a reinforced frame, and larger brakes. It is designed to be parachuted into action and can be configured as an ambulance, a troop carrier, and more.

15. The 1945 Jeep CJ-2A was the first to feature a seven-slot grille.

While Ford designed the first Jeep grille, it was the 1945 Jeep CJ-2A that introduced the iconic seven-slot grille. The company allegedly chose seven slots to represent Jeep as the first vehicle to be driven on all seven continents.

16. Jeep vehicles have served as popemobiles.

Jeep has a history of producing “popemobiles” – vehicles used by the Pope during public appearances. Both Pope Francis and Pope John Paul II have been seen in modified Jeep Wranglers.

17. The Jeep Wrangler and Cherokee have been recognized for their American origins.

Both the Jeep Wrangler and Cherokee have been recognized by Cars.com on its American-Made Index, which evaluates vehicles based on their domestic-parts content, country of engine and transmission origin, and U.S. manufacturing workforce.

18. Jeep has produced a vehicle with no doors and roof as standard.

The Jeep Wrangler model typically comes without doors and a roof as standard, underlining the brand’s ethos of freedom and open-air adventure. The doors and roof are optional extras and can be easily removed and reattached.

19. The ‘Easter Jeep Safari’ is a renowned event among Jeep enthusiasts.

Every year, Jeep enthusiasts gather in Moab, Utah, for the ‘Easter Jeep Safari.’ Jeep often unveils concept vehicles and new features at this event, which lasts for nine days and features trail rides for 4×4 vehicles.

20. Jeep vehicles are known for their hidden ‘Easter Eggs’.

An ‘Easter Egg’ in the automotive world refers to a hidden decorative design or feature, and Jeep vehicles are famous for them. These delightful surprises began with the 2011 Jeep Grand Cherokee, which featured a tiny imprint of a Jeep Wrangler climbing up the edge of the windshield. Since then, Easter Eggs have become a unique Jeep tradition, with enthusiasts enjoying the treasure hunt to find them all. They vary from vehicle to vehicle and can include designs like tiny Jeeps hidden in the headlights, a gecko imprinted on the windshield cowl, or a vintage Willys Jeep climbing a hill in the corner of the windshield. Each Easter Egg is a nod to Jeep’s history and its spirit of adventure. It’s another fun way that Jeep connects with its dedicated fan base, infusing their vehicles with a sense of playfulness and joy that complements their rugged durability.

End of the Trail: Jeep’s Rich Heritage and What It Means Today

The Jeep brand is more than just a vehicle producer – it’s a community builder and a provider of adventurous experiences. From its humble origins in the battlefield to its current status as a lifestyle choice for many, Jeep has always maintained its reputation for rugged durability and reliable performance. The commitment to staying true to its roots while continuously innovating can be seen in every Jeep vehicle, from the hidden ‘Easter Eggs’ to the continuously improving performance features.

Each model carries a piece of history and an aura of adventure, making it not just a car but a symbol of freedom and exploration. Jeep doesn’t just make vehicles; it creates stories and invites everyone to be a part of them. With Jeep, the journey is just as important, if not more so, than the destination. And as these facts show, there is always more to learn and discover about this iconic brand. So whether you’re a salesperson, a potential buyer, or a Jeep enthusiast, these bits of trivia can provide a deeper understanding and appreciation of what it truly means to ‘Go Anywhere, Do Anything’ with Jeep.

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It seems that most car sales reps have polarized opinions about using phone scripts. One will tell you that it takes the pressure off during outbound calls, another says that they make you sound robotic and run-of-the-mill. In many cases, you don’t have a choice. Your sales manager requires that you use a script, even if you’ve been cold calling for years. No matter the circumstance, it never hurts to learn how to better use a tool, especially one that is designed to help you sell.

Car sales phone scripts come in varying degrees of quality and usefulness. Some lack in detail; others can suffocate you with too much. The best scripts will give you a simple outline with clear examples of scenarios and responses while also giving you enough room to fill in the gaps with a human touch. There is no exact formula, but we believe there are certain key strategies to learn that will make these scripts work better for you in the long term.

In this post, we’re going to highlight the most important factors to making car sales phone scripts become your new secret weapon.

Whether you’re aiming to use it as a lifeline or just a guide to augment your charming personality on the phone, this how-to guide will show you what to focus on. The tips you’re about to receive are usually stuck behind a paywall or email subscription with other providers. We don’t get down like that. Instead, we’re giving it up for free, just for you.

Car sales phone scripts: the down and dirty tips

Before we begin, we’re going to make an assumption about your current script. We are assuming it has simple guidelines to follow. Openers, sample questions, conversation structure–if you don’t already have these beginner steps down, review and review again. Our tips will add value to those steps, and those steps will provide better context for our tips.

Treat your car sales phone scripts like movie scripts

The best way for you to make the most out of your script is to memorize it to the point of being second nature. When you’re an actor, either in film or on stage, you can’t perform without knowing your lines. This tip centers around the same idea. If you know your script front to back, you’ll be prepared for most of the hiccups that come with outbound calls. On top of that, you will be more comfortable to improvise along the way and adapt to each situation.

You never want the prospect to know that you’re reading off a page. You want the conversation to flow and continue as normal. It’s easy to detect when a particular question or concern comes up, and you have to flip through your script to find the answer. The ensuing pause fills with “um” and “ah” moments and usually ends in flames.

Your first and most important goal is to create a dialogue

This tip is the first step to closing a deal on the phone. Too many sales reps get caught up in the idea of selling. They go right for the meat and potatoes of their pitch before digging into the salad. It sounds easy, but getting your prospect on the level of open dialogue takes skill. To get a person talking about their needs and wants (basically telling you how they want to be sold), you have to learn how to ask the right questions.

You have to ask questions that do not have a yes or no answer. Leave your questions open-ended. For example: if you’re calling a lead you know has an interest in buying a used Ford pickup truck, you don’t want to ask, “Are you interested in seeing our Ford pickups available at the dealership?” They can easily answer no, which leaves you dead in your tracks. Instead, ask, “What features do you like about Ford pickups? Why do you feel a pickup truck fits your needs?” Include a list of these types of questions within your script for every situation you come across.

Allow the customer to feel like they are making a decision

Closing is a skill that few scripts can teach. It’s the ability to ask for the call to action, but letting the customer feel as though they came to their own decision to say yes. Once again, it has to do with the ability to ask the right questions. When you’ve engaged in a conversation and the person is telling you what they want, need or are searching for, you must not linger. The conversation will eventually fizzle out. Bring up your call to action while to the topic is hot.

If you want to set up a meeting time, don’t ask, “Are you available on Tuesday afternoon next week? You can view our inventory at the dealership.” You’re not giving them any sense of control over the situation. Instead, ask, “Our dealership is always open for inquiries and test drives. What time works best for you to see your new truck?” Fill in your script with calls to actions that give a sense of control to the prospect while also asking to close the deal.

The most important use of car sales phone scripts: how to respond to objections

If there is one thing to memorize and study on your script, it’s responses to the many objections you will receive. If you have a number in your head, multiply that by at least twenty. Unless you’re an absolute stunner at making cold calls, most of them will end without a deal. That’s the reality of the situation. But you can save a few by knowing how to angle your responses around a direct or passive objection.

Let’s say you’ve cold called a lead who might be interested in purchasing one of your clearance rate used cars. You know that they own a near antique, and might be interested in nabbing a good priced car, if it’s worth it. You introduce yourself, state the reason for your call, and they immediately say, “I’m not interested. I can’t afford to buy a car right now.” For most, that’s a dead end. But here’s a strategic response: “What type of price range fits your budget? You’d be surprised how low our rates can go.”

Example Car Sales Phone Scripts

1. Introductory Call

   Salesperson: “Hello, my name is [Name] and I’m a representative with [Dealership]. I see that you’ve shown interest in [Car Model]. Can I provide you with more detailed information on this vehicle, or perhaps help you with any questions or concerns you might have?”

2. Follow-up Call after Initial Visit

   Salesperson: “Hello, [Customer’s Name]. This is [Salesperson’s Name] from [Dealership]. I hope you’ve had time to consider the [Car Model] you were looking at the other day. Have you had any further thoughts or questions about the vehicle? I’m here to help.”

3. Re-engagement Call for Previous Customers

   Salesperson: “Hello [Customer’s Name], this is [Salesperson’s Name] from [Dealership]. I hope your [Previously Purchased Car Model] is still serving you well. We have a few new models in our inventory that I think you’d be interested in. Would you like to hear about them, or maybe schedule a test drive?”

4. Appointment Confirmation Call

   Salesperson: “Good [morning/afternoon/evening], [Customer’s Name]. This is [Salesperson’s Name] from [Dealership], and I’m just calling to confirm your appointment to see/test drive the [Car Model] tomorrow at [Time]. Is that still a good time for you?”

5. Post-Purchase Check-In Call

   Salesperson: “Hello [Customer’s Name], this is [Salesperson’s Name] from [Dealership]. I wanted to check in with you and see how your new [Car Model] is treating you. Are you happy with your purchase? Do you have any questions or concerns that I can assist with?”

Please note that these are just basic examples and good phone scripts are often personalized to match the salesperson’s style and the customer’s needs. It’s also important to be respectful of the customer’s time and to provide genuine, helpful service.

It’s all about having a phone script filled with the right questions

If you’ve been following along, you’ve noticed that most of our key strategies here are built off two important ideas: memorize your script and know how to ask the right questions. Your car sales phone scripts should act as a reference book, study guide, and guideline to conducting a strong outbound call. Remember that you want to know your script so deeply, that you become the Daniel Day-Lewis of sales reps. You don’t need the script because you breathe it. Okay, that’s a little overzealous, but you get the picture.
Every great sales call begins with an organized, detailed, and trackable lead manager. AutoRaptor can provide you with the CRM you need to organize your daily calls know what’s coming next.

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You do everything you can to keep your inventory moving— no car sits on your lot for more than 60 days, and you always have a steady stream of in-demand used vehicles coming in. You like to have a variety of vehicles for customers to choose from, at all different price points. Not everyone wants a brand new car, and you want to make sure that anyone who sets foot in your dealership will find what they need.

Whether you’re buying at auction or accepting a trade-in, you’re not always going to get cars, trucks, or SUVs that have had the easiest lives. You may find after buying a used car that it’s been in a couple of accidents, used to roam the city streets as a taxi cab, or served as a government vehicle. Though it might be a little harder to sell this car, disclosure about its past is non-negotiable. You must be honest with the consumer about what they may be getting into because it isn’t just the right thing to do—it’s the law.

Why you need to disclose everything

To begin with, you need to follow the Federal Trade Commission’s (FTC) Used Car Rule, which requires you to display a Buyers Guide in the window of every used car on your lot. The Buyers Guide is a type of vehicle disclosure that tells the customer if the car is being sold “as is” and if there are any applicable warranties.

However, in addition to the Used Car Rule, you must fully disclose a vehicle’s known history. You can’t play dumb and insist you had no idea about a vehicle’s past or potential defects.

“Vehicle history information is a material fact and, therefore, must be disclosed under state unfair and deceptive acts and practices laws,” said the National Association of Attorneys General. “There are a number of sources where dealers can find this information, including vehicle titles, state motor vehicle record databases, NMVTIS, private services such as CarFax and AutoCheck, auction announcements, and manufacturer records. The information is there and dealers have greater access to it than do consumers. Whatever information the dealer can reasonably obtain should be disclosed.”

Vehicle disclosure requirements can vary from state to state, but when in doubt, overshare. You may feel like it will hurt your chances of making a sale—and truly, it might—but would you rather lose the sale or get a lawsuit filed against your dealership? Then you won’t just have lost the sale—you’ll lose your job, too.

Help customers see the positive side of vehicle disclosure listings

Disclosing a vehicle’s checkered past doesn’t have to be a deal breaker. It’s completely possible to sell imperfect vehicles and have a customer be happy with their purchase. You just need to try to sell those cars to the right customers when they step on your lot. A less-than-perfect vehicle could be just the ticket for someone who has an extreme need for a car but doesn’t have a lot to spend. Or, for an individual that just wants something basic for the five-mile roundtrip drive to work every day. There are plenty of people who just don’t want all the bells and whistles.

If you have a customer who’s on the fence, there can be some positives to highlight to help them make a decision in your favor.

1. Former rental vehicles

It’s impossible to know how many different people have driven a rental vehicle, but in general, they can be an excellent purchase. When people drive rental cars, they’re often overly cautious because they’re not driving their own vehicle and don’t want to deal with the repercussions of any fender benders. Rental car companies also usually have strict maintenance policies and keep up with oil changes, tire rotations, and any repairs.

2. Former government vehicles

The government leases fleet vehicles for three to five years, and then the dealer sells them at auction. They’re usually pretty good quality, have been well-maintained by the government, and have only had one owner. How they were used, however, can vary significantly.

3. A Lemon Law “buyback”

The term “Lemon Law” is enough to strike fear in the heart of a worthy buyer, but don’t let them run away too quickly. Try to explain that it means the vehicle was reacquired by the vehicle manufacturer because of a specific warranty defect or defects. When the manufacturer gets the car back, they will usually try to address the problems and repair them—meaning the car should be safe to drive now.

You never want to tell prospective buyers anything that isn’t true, but you also don’t have to be entirely negative about vehicle disclosures. It’s a service to your customers to be transparent so you can frame it that way. Be honest about the vehicle’s shortcomings, but be sure to talk up any positive points as well—top auto salespeople are experts at turning lemons into lemonade especially when the price reflects it.

Additional Considerations Regarding Used Car Disclosure Laws

While the federal Used Car Rule sets the foundation for used car disclosure practices, it’s essential to take note of the various state-specific regulations that further shape this landscape. Some states have disclosure laws that supplement federal regulations, ensuring a more transparent process for the consumer and additional responsibilities for the seller.

For instance, in many states, sellers are required to provide a detailed written statement about the car’s overall mechanical condition. This includes any known issues with the car’s major systems, like the engine or transmission. Some states have laws that specifically require the disclosure of flood damage, a factor that could significantly impact the vehicle’s lifespan and safety.

Furthermore, some state laws require sellers to disclose if the odometer has been altered or if there’s a difference between the actual and indicated mileage – a key factor for many used car buyers. Any discrepancies here could lead to fines and penalties.

Then there’s the case of ‘branded’ or ‘salvage’ titles. In many states, if a vehicle has been written off due to severe damage and then restored to a drivable condition, the title of the car must bear a ‘salvage’ or ‘rebuilt’ brand. This branding must be disclosed to potential buyers, as it can significantly impact the vehicle’s resale value and insurance costs.

How Used Car Disclosure Laws Benefit Dealers

It might seem like these laws add extra burdens to used car dealers, but there are potential advantages to fully embracing disclosure laws. Firstly, comprehensive disclosure can boost a dealership’s reputation. In the digital age, consumers have numerous platforms to share their experiences – good or bad. Transparent practices make customers feel respected and valued, increasing the chances of positive reviews and recommendations.

Secondly, it can lead to increased customer loyalty. Customers who have a positive buying experience, where they feel informed and treated fairly, are more likely to return for their next vehicle purchase or recommend the dealership to friends and family.

Finally, the rigorous adherence to used car disclosure laws can protect the dealership from potential legal action. By fully complying with all disclosure laws, dealerships protect themselves against lawsuits that can harm their reputation and result in significant financial penalties.

Full Disclosure is Key

Being completely transparent with customers when selling used cars is not just the ethical way to operate; it’s also legally necessary due to federal and state used car disclosure laws. By adhering to these regulations, dealerships can not only maintain compliance and avoid legal repercussions but also enhance their reputation, build customer trust, and ultimately, contribute to their long-term success.

Moreover, it is worth noting that educating the consumers about the legalities and the technicalities behind vehicle disclosures can also help facilitate the sales process. Many buyers are unaware of what these disclosures mean for them and the vehicle they’re considering. By walking them through the process, explaining the importance of each disclosure, and helping them understand how these disclosures ultimately protect their rights as consumers, dealers can establish a more meaningful connection with buyers. This not only aids in making an immediate sale but also fosters a relationship of trust and respect, likely leading to repeat business and referrals in the future. Ultimately, full transparency in vehicle disclosures is a win-win scenario for both the dealer and the customer.

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Car dealers have always battled against negative stereotypes. These perceptions stem from the shortcomings of the traditional car buying experience: negotiating prices, pressure strategies, dealing with pushy sales reps, etc. The auto industry, as a whole, has changed with the influence of digital technology, but the image of the sleazy car salesman often remains. So how do sales professionals break the spell and gain the trust they deserve?

It’s simple… dedication to professionalism and quality customer service is the best way. Salespeople who demonstrate a genuine desire to deliver positive buyer experiences will conquer and overcome preconceived notions. In this post, we’ve put together a list of behaviors that fall into the sleazy car salesman “persona” and provided solutions for professionals, like you, to use.

The blunders of a sleazy car salesman

1. Focusing on the sale, not on the customer.

Customers often expect to be pressured into buying. Their guards are up, and they are on the alert for salespeople who want to close the deal as soon as possible. Although many people know what they want before arriving at a dealership (most of the buying process happens online today), it’s possible they’ll need time to consider options.

Problem: Believing that every customer who leaves without a car may never come back, the sleazy car salesman tries his best to make a deal on the spot, in turn pushing the customer away.

Solution: Take the focus off the sale and get to know your customer. People want to buy from people they trust. If the customer is considering options and requesting quotes from various dealerships, make quality service your biggest selling point. When it’s clear they’re not ready to buy, focus on setting another appointment to take another test drive, instead.

2. Controlling the conversation process.

Customers believe they have unique needs. They want to deal with a professional who can understand those needs, and then figure out a way to meet them.

Problem: The sleazy car salesman believes he knows what the customer wants better than the customer does. From the first correspondence to the last meeting, he tells the customer what to do, why to buy, and where to sign the papers.

Solution: Let your customers make the decisions. Guide them towards purchases that suit their needs and fill the role of a trusted advisor. Some may need more direction than others, but generally, the customer like to feel in control.

3. Making promises and not delivering.

When it comes to financing, customers want to receive a good deal. Depending on credit history, income, assets, and bank statements, better options can be made available. Other times, it’s not possible to meet their budgetary requirements.

Problem: Instead of being upfront, the sleazy car salesman tells his customers exactly what they want to hear, regardless of what’s possible. The only thing that matters is getting a signature on the dotted line.

Solution: Be transparent. Honesty is the best policy for every relationship, especially in business. If a customer’s budget or credit history is problematic, work with them to find solutions and new options. At the end of the day, if you still can’t work out a deal, refer them to another dealership. Quality service will come back in referrals down the road.

4. Downplaying the cons, exaggerating the pros.

Buying a car is an important decision for consumers. They usually have a list of criteria to be considered for the purchase. For instance, a mother with young children will want the best safety features. Once she communicates her needs, she doesn’t want those needs to get in the way of weighing the pros and cons.

Problem: Once the sleazy car salesman finds a car that meets the specified needs of a customer, he downplays the blemishes and focuses on the benefits. He doesn’t mention that three different people have owned the car, or the true mileage is unknown.

Solution: Work to find a vehicle that meets their needs, but give the customer a full-view of the purchase. As mentioned earlier, transparency is key to developing trust. If you can communicate issues clearly and provide options to fix them, you’ll have a happier customer.

5. Turning into a ghost after the purchase.

Customers appreciate follow-up after the sale. If any issues come up within the first few weeks of driving, they want to have a point of reference at the dealership and service department. If they can’t reach the salesperson through phone or email, it shows the salesperson never cared in the first place.

Problem: The sleazy car salesman only cares about the money. He’ll put on a performance for the customer––funny stories, big smiles, firm handshakes––but once the sale is complete, he never reaches out again. Nor does he pick up his phone or answer emails. He washes his hands right away.

Solution: Send a brief hand-written letter to your new customer two weeks after their purchase. Show them that you’ll be available for help if needed. Six months down the road, reach out through email and ask how the car is running. Good follow-up can lead to new business and strong referrals.

Work to change one mind at a time.

The best a professional salesperson can do is build up a reputation. Here’s an extra tip: if you want to communicate quality service acumen before the customer meets you, make the effort to market yourself over digital platforms. Ask to upload videos to the dealership website, and engage with people via social media. If you take every available step to show you’re not a “sleazy car salesman,” but a genuine professional, you’ll have no issues finding new clients and better sales.

How do you communicate professionalism to your clients? We’d like to hear your story. Share your thoughts in the comments section!

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It’s not always easy to succeed in the automotive industry. If you want a long-lasting career as a sales manager, it’s essential to sharpen your team’s car sales appointment-setting skills to create a continual flow of leads. With so many products and methods out there, it’s difficult to know which is most beneficial for getting higher monthly sales totals. One thing is for sure, if you’ve spent too many months out of the year struggling, then it’s time for a new approach.

With the multitude of products and methods available, it can be overwhelming to determine the most effective approach for achieving higher monthly sales totals. The ever-changing market dynamics and evolving customer preferences further add to the challenge. However, one thing is certain: if you find yourself struggling to meet your targets and facing months of disappointments, it is an indication that a new approach is necessary.

Relying solely on traditional sales strategies is no longer sufficient in today’s competitive landscape. To stand out from the crowd, you must adopt innovative and effective techniques that resonate with modern customers. This requires a comprehensive understanding of the customer journey, leveraging technology to your advantage, and creating a customer-centric approach that goes beyond the transactional nature of car sales.

By investing time and effort in sharpening your team’s sales appointment-making skills, you can unlock a world of opportunities. It is about nurturing a proactive mindset that goes beyond just waiting for customers to walk through the door. Instead, it involves actively engaging with potential buyers, building relationships, and creating a memorable experience that differentiates your dealership from the rest.

6 Ways to boost your sales appointment making skills for long-term commission consistency

1. Embrace appointment culture.

It’s a given that you want your team to sell as many cars as possible, but instead of focusing only on monthly sales totals, work on creating a team that is driven by appointment culture. Pay particular attention to each team member’s ability to book appointments daily. Even with digital processes on the rise, the AutoTrader Car Buyer of the Future Study shows that 84% of shoppers still want to buy a car in person, and 73% will drive farther for a great salesperson. By cultivating a team that puts the customer experience first, it will be a lot easier to get enough completely satisfied ratings to give your overall lead consistency a push in the right direction.

2. Nurture leads.

While price is a significant factor in choosing a dealership, 54% of car buyers will pay more for an enhanced car buying experience. Encourage your team to respond to leads with efficiency and to be ready to help customers with any questions or problems they may have. According to McKinsey & Company, personalization can deliver five to eight times the ROI on marketing expenses and can increase sales by 10% or more. That’s a pretty significant increase for putting in a little extra effort when sending customer communications.

3. Depend on CRM software to increase efficiency.

Speaking of customer communications, how are you reaching out to your clients? A reliable, auto dealer-focused CRM tool can make all the difference in enhancing sales appointment-making skills. Call, text and email a large group of potential leads with saved customized templates, keep detailed notes, and have access to all of it from your desktop or mobile device. Mobile access to your CRM tool makes it easier to follow up from anyplace, at any time which takes dealer efficiency to the next level.

4. Work on timing.

Work with your team to make sure that they pay extra attention to follow-up with car buyers on Monday and Tuesday. 30% of online inventory views and 37% of leads occur on those days. However, that doesn’t mean you should ignore clients the rest of the week. Quick response times always increase your chances of selling more vehicles.

5. Ask better questions.

Once you’ve formulated a routine for your team that uses effective communication methods with a focus on appointment culture, it’s time to work on asking the right questions to seal the deal. Keeping the focus on the customer’s needs is essential.

• Do they know what kind of vehicle they are looking for?
• What kind of features are most important to them?
• What do they use their vehicle for primarily? Work or personal use?
• Do they have any concerns about the car-buying process?
• How can you improve the shopping process for your client?
• Is there a timeline? Do they need the car ASAP or do they have time to wait for the right fit?
• What did they like and dislike about their previous vehicle?
• What is their most preferred method of communication?
• What is the best time to reach out to them?

6. Continually improve sales appointment-making skills.

Car sales processes and procedures are always evolving. It’s important to maintain accountability by monitoring your team’s ability to book appointments consistently. Give them the tools they need to stay educated and take the time to make sales meetings a place to improve on how they nurture exceptional customer service.

The path to long-term commission consistency with car sales appointment setting

Mastering the art of sales appointment-making is crucial for long-term commission consistency in the automotive industry. By implementing the six strategies mentioned above, you can significantly boost your team’s skills and create a continual flow of leads.

Embracing appointment culture shifts the focus from just monthly sales totals to creating a team that prioritizes the customer experience. Nurturing leads and personalizing communications can make a significant difference in securing appointments and increasing sales. Dependence on CRM software enhances efficiency, allowing for effective communication and seamless follow-up. Timing plays a vital role, and focusing on Monday and Tuesday for follow-ups can yield positive results. Asking better questions helps identify customer needs and build a strong rapport.

Remember, success in car sales requires dedication, adaptability, and a customer-centric approach. By incorporating these strategies into your dealership’s practices, you can increase your chances of achieving higher monthly sales totals, ensuring a thriving and lasting career in the automotive industry. Take action now and start boosting your sales appointment-making skills for long-term commission consistency.

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There’s something to be said for great quotes that evoke strong feelings. They can make you laugh, cry, think, or become inspired.

Does your sales team need a good chuckle? Do you want them to feel driven to succeed? It may be as easy as sharing some interesting automobile quotes with them — and the 25 listed below are among the very best. Share one at every sales meeting, hang a few up in your break room, or just send a link to this article to all of your employees. The point is to show them that you care and the love of cars isn’t just a hobby. It’s a lifestyle.

These automotive quotes could also be used in your dealership’s regular newsletter or on social media channels as a fun “extra” for your customers. Use your best judgment and imagination!

Our favorite automobile quotes for car lovers

1. “Cars and cameras are the two things I let myself be materialistic about. I don’t care about other stuff.” – Louis C.K.

2. “Automobiles have always been part of my life, and I’m sure they always will be. What is it about them that moves me? The sound of a great engine, the unity and uniqueness of an automobile’s engineering and coachwork, the history of the company and the car, and, of course, the sheer beauty of the thing.” – Edward Herrmann

3. “It’s a never ending battle of making your cars better and also trying to be better yourself.” – Dale Earnhardt

4. “Nothing ages your car as much as the sight of your neighbor’s new one.” – Evan Esar

5. “The cars we drive say a lot about us.” – Alexandra Paul

6. “I think that cars today are almost the exact equivalent of the great Gothic cathedrals: I mean the supreme creation of an era, conceived with passion by unknown artists, and consumed in image if not in usage by a whole population which appropriates them as a purely magical object.” – Roland Barthes

7. “The automobile is an American cultural symbol.” – Raymond Loewy

8. “Have you ever noticed that anybody driving slower than you is an idiot, and anyone going faster than you is a maniac?” – George Carlin

9. “Everything in life is somewhere else, and you get there in a car.” – E.B. White

10. “I know a lot about cars, man. I can look at any car’s headlights and tell you exactly which way it’s coming.” – Mitch Hedberg

11. “Fast cars are my only vice.” – Michael Bay

12. “Some men take good care of a car; others treat it like one of the family.” – Evan Esar

13. “The car trip can draw the family together, as it was in the days before television when parents and children actually talked to each other.” – Andrew H. Malcolm

14. “I love driving cars, looking at them, cleaning and washing and shining them. I clean ‘em inside and outside. I’m very touchy about cars. I don’t want anybody leaning on them or closing the door too hard, know what I mean?” – Scott Baio

15. “To attract men, I wear a perfume called ‘New Car Interior’.” – Rita Rudner

16. “One has to go back a while to recall a time when cars were simply means of transportation. In those days, they were just considered automobiles. Today, cars are extensions of their owners. They make statements about the character and status of their owners. They are loved, polished and pampered by some owners. They elicit a wide range of emotions, ranging from exasperation when they don’t work to pure delight when they are expensive, beautiful and drive like a dream. They cause people to stare and drool and say ‘Some day…’” – Ebony Magazine

17. “All of those cars were once just a dream in somebody’s head.” – Peter Gabriel

18. “I have a need to make these sorts of connections literal sometimes, and a vehicle often helps do that. I have a relationship to car culture. It isn’t really about loving cars. It’s sort of about needing them.” – Matthew Barney

19. “I hate when someone drives my car and resets all the radio presets. I don’t understand it. If I was ever driving someone’s car, I would never touch the things that were set.” – Will Ferrell

20. “Cars are the ultimate symbol of freedom, independence and individualism. They offer the freedom to ‘go anywhere,’ whenever it suits and with whom one chooses.” – Sarah Redshaw

21. “Cars are like rolling diaries, metal and plastic tableaux of the last ten years of their drivers’ lives…every dent, every drooping slice of chrome, has a story behind it.” – Jim Atkinson

22. “Always focus on the front windshield and not the rearview mirror.” – Colin Powell

23. “I’ve always been into cars. Cars are part of our genetic makeup. It’s unavoidable.” – Matthew Fox

24. “Ambition is the path to success. Persistence is the vehicle you arrive in.” – Bill Bradley

25. “Never underestimate the therapeutic power of driving and listening to very loud music.” – Unknown

Automobile quotes will continue to inspire

It is clear that the love for automobiles extends beyond their practical functionality. They are symbols of freedom, expressions of personality, and manifestations of ambition. These 25 automobile quotes have eloquently articulated the deep, almost spiritual connection many individuals have with their vehicles, connecting the love for cars with humor, reflection, and life’s philosophical aspects. This emotional bond provides a unique platform for sales teams, tapping into the intrinsic values that automobiles hold for many.

Cars are not merely tools that transport us from one point to another, but they also act as companions on life’s journey. They’re present during our joyous adventures, supportive during melancholy journeys, and a symbol of triumph in our victories. They reflect our personal stories, embody our dreams, and even color our memories. As stated by Jim Atkinson, they are “like rolling diaries,” chronicling the story of our lives through every dent, scratch, and modification.

For a sales team, these quotes serve as reminders that they’re not just selling a mechanical assembly of metal, glass, and rubber; they’re selling dreams, freedom, and individuality. A car isn’t just a commodity; it’s a lifestyle choice, an extension of the owner’s personality, and a ticket to uncharted adventures. By acknowledging this connection, sales teams can better cater to the deep-seated emotional needs of customers, leading to more meaningful relationships and, in turn, successful sales.

Finally, these quotes are not just for car salespeople or car enthusiasts; they are for anyone who seeks inspiration, motivation, or a simple smile. Whether it’s the humor of George Carlin’s driving observation or the profoundness of Bill Bradley’s words on ambition and persistence, these quotes can be applied in various life scenarios. We all have different “vehicles” that carry us through our own life journeys, and it’s up to us to steer them towards our desired destinations.

As the love and passion for automobiles endure, so will the generation of insightful and inspiring quotes that reflect on their influence. Until then, let these 25 best automobile quotes of all time continue to fuel the drive within all of us.

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Like most U.S. auto dealerships, your service and parts department is probably your company’s bread and butter. The National Automobile Dealers Association says that service and parts account for 44 percent of the gross profits at the average dealership. If your finance and insurance (F&I) department isn’t a close second when it comes to profit, however, it may be time to rethink your strategy and consider dealer reinsurance.

You’re already making money off of extended warranties, GAP insurance, and other financings, but you may be able to increase your profits even more by entering the world of dealer reinsurance.

What is dealer reinsurance?

Currently, you probably work with insurance companies that enter into contracts with your customers. Those customers pay monthly premiums to the insurance companies; if they must file a claim at any point, the carrier handles the responsibility. With dealer reinsurance, this process falls into your hands. Reinsurance transfers the risk from the big insurance carrier to your dealership’s reinsurance company.

Dealer reinsurance allows dealers to share in the underwriting profit and investment income on the F&I products they sell. Reinsurance is used for vehicle service contracts, powertrain contracts, GAP insurance, tire and wheel protection, key replacement, and several other F&I products.

The negative side of dealer reinsurance you may have heard about

Some dealerships have avoided the reinsurance business due to bad press. In the past, the IRS has gone after the reinsurance industry to attempt to manage insurance regulations, what can be written off, and how taxes are paid — among other things. The most recent issue with the IRS came in 2013 with the Foreign Account Tax Compliance Act and the issuance of Form 8938. Their concern was foreign investments on which U.S. dealerships weren’t paying taxes.

At this point, it appears as though the IRS has backed off and the reinsurance industry is properly regulated. As long as dealers are running their reinsurance companies legally, they shouldn’t have any problems.

How does reinsurance help dealers?

The auto industry is extremely competitive on the front end, and sometimes it can be a struggle to make a decent profit on new and used vehicles. Dealer reinsurance builds up your profit on the back end so that when sales are lagging, there’s still plenty of money coming in.

It’s not a quick fix, though. You need to view reinsurance as a long-term commitment that pays off over time. Remember how dismal auto sales were during the recession? Some dealerships tried to jump into reinsurance so they could make up for losses, but they were too late. Other dealerships, however, that already had their reinsurance companies and built them over time, were far more protected. Sales are good again, and the auto industry is thriving — now is the time to consider dealer insurance and the potential profit that could protect your dealership in an economic downturn.

Dealer reinsurance also helps when it comes to customer satisfaction. Typically, a dealer would sell a third party vehicle service contract warranty to increase F&I profits; once that warranty gets into the other company’s hands, though, they’re in charge of it. If a customer files a claim and the warranty company doesn’t approve it and refuses to pay, the customer, unfortunately, will probably take their frustration out on you and your dealership. But, if you’re in control of the warranty and insurance claims with reinsurance, you also control how claims are handled and the overall experience for your customer.

If you want to acquire dealerships, open new locations, or invest in real estate, reinsurance funds can be used to expand your business. Reinsurance can also play a role in estate planning and retirement wealth.

Is dealer reinsurance worth it?

In the case of reinsurance, the positives usually outweigh the negatives for most dealers. It’s another source of income that can help protect and grow a dealership and ensure it’s consistently profitable.

If you’re interested in dealer reinsurance, do your homework first. Make sure it’s the right fit for your dealership and that everything you’re doing it completely compliant. Work with a provider that offers extensive training, and consider hiring a consultant to manage your program. You’re an expert in selling cars, but it’s a safer bet to enlist the help of a professional who understands the reinsurance industry inside and out. If you take your time and build a strong foundation for your reinsurance company, you’ll enjoy greater profits in the long run.

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Think about a typical day at your dealership. What’s it like? As a salesperson, you’re likely taking folks out on test drives, closing deals, prospecting, following up, and making calls. If you’re not the type to sit around and scroll through Facebook all day (and you’re not, right?), then your day is probably jam-packed and full of random surprises sprinkled in.

With all of that in mind, how long would you estimate that it takes you to respond to an email lead once it appears in your inbox? Are you the type to:

a) Prioritize answering the email as soon as humanly possible
b) Let it sit for a while if you have a ton of other stuff going on

If your car sales email responses aren’t going out within 20 minutes, you’re probably letting leads slip through your fingers all day long. We live in an age where if a web visitor contacts you, they expect that you’re sitting right there and ready to answer their question immediately. If you don’t get back to them in an extremely timely fashion, they will move on to the next dealership that does answer.

According to the 2016 Pied Piper PSI Internet Lead Effectiveness Benchmarking Study, dealers monitored by mystery shoppers responded to half of their customer inquiries within 30 minutes. One customer in 11 failed to receive a response of any type within 24 hours.

Be the dealership that’s known for your lightning-fast car sales email responses—even when you have a million other things happening at the same time.

5 things to remember when you’re responding to internet car leads

When responding to leads, there are a few key things to remember.

1. Respond in a timely and professional manner
2. Personalize your responses
3. Have an after-hours game plan so you know all customers are being responded to promptly
4. Follow up with leads regularly and make it easy for them to contact you
5. Manage your progress with your leads

10 car sales email responses to use when you have to make it quick

When you’re not overly busy and have time to respond to emails and nurture leads, using email templates through your CRM is an excellent way to communicate. You can be sure you’re saying everything you need to and feel confident that the template has already been proofread and is free from grammatical errors.

But other times? You don’t even have a minute to personalize an email template. Sometimes, car sales email responses have to be short and sweet because you’re so busy and only have two options:

1. Send a short email back to engage the customer quickly
2. Let the email sit too long and lose the customer

This is when you want to plan and have some car sales email responses already committed to memory—quick responses that get the job done professionally, but are easy to remember. The most important part? Always begin your response email with “Dear [Name].” You may be in a rush, but you should never sacrifice personalization for speed.

1. Type of customer email: Asking about the price of a vehicle

Your email response: “Thanks for your email, Andy. We work hard to price our cars fairly, but ultimately, it comes down to how satisfied our customers are with a vehicle’s condition in-person. Can I take you out for a test drive? Call me at XXX-XXX-XXXX to schedule an appointment.”

2. Type of customer email: Asking about availability of a specific vehicle

Your email response: “Jillian, it’s great to hear from you. The Honda CR-V you’re interested in is currently on our lot and available to test drive today. Give me a call at XXX-XXX-XXXX, and I’ll get an appointment on the books for you.”

3. Type of customer email: Wondering if their credit is good enough to get a car

Your email response: “Thanks for reaching out, Jessica. I’ve helped many different customers secure financing, but I prefer to discuss credit in person versus email due to the sensitive nature of the topic. Give me a call at XXX-XXX-XXXX, and we can schedule a time for you to come in and learn about your options.”

4. Type of customer email: Tons of different questions that require research and an in-depth answer

Your email response: In this situation, it may be best for you to ask a colleague if they’re available to answer the email immediately if you simply don’t have the time. It’s disappointing to lose a potential sale, but if your fellow salesperson can respond quickly and seal the deal, it benefits the entire dealership. Don’t sit on email leads just because you don’t have time to answer.

You can adjust any of these car sales email responses to fit your unique voice—you want to communicate your message effectively, but without sounding completely generic. Personality and customer service are so important, even when you’re having a crazy busy day. And, of course, each email you send should have a Call To Action (CTA) that encourages the customer to act. If you’re only going to email a few sentences, those words should encourage the customer to get on the phone with you and schedule a time to meet in person for a test drive.

5. Type of customer email: Asking about trade-in value for their current vehicle

Your email response: “Hello, Derek. Thanks for your interest in trading in your current vehicle. We certainly offer fair trade-in values but for a more accurate estimate, it’s best to bring the car in for an assessment. Could I schedule you for a time? Reach me at XXX-XXX-XXXX.”

6. Type of customer email: Interested in leasing options

Your email response: “Greetings, Susan. Leasing is a great choice for many people and we have various options to suit different needs. To discuss more about these options, let’s meet in person. Can I book you an appointment? Give me a call at XXX-XXX-XXXX.”

7. Type of customer email: Wants more details on a vehicle’s features

Your email response: “Hello, Bob. The vehicle you’re interested in comes with a host of features. However, I think it would be best if you experience these firsthand during a test drive. Can I schedule one for you? My number is XXX-XXX-XXXX.”

8. Type of customer email: Inquiring about warranty information

Your email response: “Hi, Linda. Thanks for asking about warranty information. Our dealership offers comprehensive warranties, but to go into specifics, it would be best if we could talk this over in person. Give me a call at XXX-XXX-XXXX to set up a time that works for you.”

9. Type of customer email: Asking about dealership’s hours and location

Your email response: “Hello, Jake. Our dealership is conveniently located at [address], and we are open from [hours]. Would you like me to set an appointment for you to come in and browse our inventory? Call me at XXX-XXX-XXXX.”

10. Type of customer email: Interested in financing options

Your email response: “Hi, Karen. I appreciate your interest in our financing options. It would be best to discuss these details in person due to their complexity. Please call me at XXX-XXX-XXXX to arrange a time to meet.”

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Great car salesman skills start with active communication with your customers.

Think back to when you decided to become an automotive salesperson. Did any of the following thoughts pop into your mind?

a) “I love cars and know everything about them, so I’d obviously be great at selling them, too!”
b) “Everyone says I’m charming and talk a lot. Those are perfect traits for a salesperson.”
c) “I can talk anyone into doing anything, I’d be awesome at selling cars!”

If so, you may have discovered by now that those traits are salespeople stereotypes and don’t often translate to a successful, long career selling vehicles. What sets top dealership salespeople apart from the rest? Outstanding sales communication skills.

Good car salesman skills are more than talking, telling, or explaining. Good communication allows you to truly understand potential buyers and connect with them in an authentic way that, hopefully, translates into a sale that everyone is happy with. Communication has many sides—both verbal and nonverbal—and requires a variety of different skills to send the intended message.

How are your sales communication skills? Here are some of the most essential:

1. Active listening

Many salespeople are extroverts and love talking to people all day. That’s not a bad thing, but if you’re dominating every conversation you have with a prospective buyer in your dealership, you’re not communicating—you’re just talking too much.

You will gain far more valuable insight by letting your customer speak and actively listening to them. Active listening is not just nodding your head and zoning out; it involves occasionally repeating what the person has said to show you’re listening, summarizing what they’ve told you, and asking relevant questions to clarify your understanding.

2. Reading and managing body language

Your customer may be saying one thing, but if you can read their body language, it may be telling you a completely different story that reveals how they’re feeling. Likewise, watch your own body language. If you aren’t great at maintaining eye contact or cross your arms across your body a lot, you may unintentionally be coming across as shy, unsure, or closed-off.

3. Adjusting tone of voice 

Among the most important sales communication skills, watching your tone of voice is often forgotten. Pay attention to how your buyer speaks—their volume, pitch, word choice, and speed. Don’t imitate them, but try to adjust your own tone of voice to match theirs.

4. Communicating expertise without being condescending 

Your customer wants you to be an expert in your field, and they love your enthusiasm for the vehicle they’re about to test drive. There is a fine line, however, between sharing that expertise and sounding condescending. You have to learn to communicate that knowledge in a way that your customer can understand without having the background you do.

5. Curiosity 

Remember when you were a kid and you questioned and wondered about everything? Get back into that frame of mind when you meet a new customer. Resist the urge to start your whole sales schtick and instead, ask genuine, relevant questions that will help you get to the heart of what they need.

6. Total honesty 

One of the top sales communication skills any salesperson needs—but especially an auto salesperson—is to share information sincerely. That means if they ask you a question you don’t know the answer to, don’t make something up. Be honest, tell them you’re not sure, but you’re going to find out for them. It’s a simple way to build trust.

Tips for improving your sales communication skills

You’ve already taken the first step! You read the list of six sales communication skills every car salesperson should have—now, take a personal inventory of where you think you’re falling short. Choose one skill to work on during your work day and pay attention to how your customers react and how your conversations change (hopefully for the better).

If you’re serious about improving your sales communication skills, schedule a time to sit down and speak with your sales manager. Let your manager know that you’re interested in improving your communication skills, feel it’s something the whole team could benefit from, and ask if the topic could be covered in a few sales meetings, or if the dealership will pay to bring in an expert. It’s worth asking and shows your commitment to becoming a successful auto salesperson.

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