Sales Technique Can Make or Break a Deal

Have you given much thought to the pace at which you sell cars? When the typical customers come in to buy a car, they are generally fearful that the salesperson will take advantage of them, lie to them, and/or waste their time. How do they deal with this fear? Do they want to deal with a salesperson that goes slow so they can understand everything? Are they in a hurry, almost in a panic, trying to get out of the dealership as fast as they can?

Given these two buyers, how can you adjust your pace to ensure a sale? One way is by interjecting meaningful conversation into the process. For instance, you are selling some customers a car and you notice they are becoming very nervous about buying a car; they are starting to act as if they are going to leave. You need to make them feel more comfortable or you risk losing the sale. It’s time to slow things down by changing the subject. Depending on what stage of the sale you are in, this might be the perfect time to ask more qualifying questions. Another approach is to get the buyers to take mental ownership: "Where are you going on your next vacation?"