| As a car sales professional, your ability to quickly | | | | offer them something to drink, and then begin |
| establish rapport is the first, most important key | | | | your series of rapport building questions. |
| to your success. In order to establish this rapport, | | | | Remember, you have only 5 to 10 minutes to do |
| you must demonstrate you are professional, can | | | | this. People get nervous sitting inside car |
| be trusted and have valuable information to | | | | dealerships so put them at ease. Use this time to |
| provide your buyer. You must also demonstrate | | | | understand exactly their budget, their true needs |
| that you have no intention of sticking to your | | | | and the car they hope to purchase. This is the |
| prospect like glue - even though that is exactly | | | | time you will also begin to understand if they have |
| what you intend to do. | | | | strong or weak credit. |
| When you introduce yourself, introduce yourself | | | | Your ability to ask questions will either move your |
| to everyone in the group. If you are working with | | | | sale forward or kill it dead. Don't be afraid to ask |
| a family with children, adjust your body to their | | | | questions. You have to know what a buyer's "hot |
| height when you speak to them. I still hear | | | | button" is, in order to effectively close a deal. Be |
| trainers say today that the car salesman should | | | | patient but ask until you are certain you |
| "remember to pay attention to the wife." Today, | | | | understand the buyers needs. And then, repeat it |
| you must assume that both parties will have equal | | | | back to demonstrate you have heard it. Not only |
| say in their purchase. Often today it is the wife | | | | are you solidifying the rapport that you have |
| making the car decision. | | | | already established, you are engaging in a way |
| People don't remember names. As sales people, | | | | that many other sales people have difficulty with. |
| we often don't remember names. Write them | | | | Practice, practice, practice. If you want to be |
| down. Hand out your business card to the adults | | | | good at establishing rapport, ask someone else to |
| in the party. Find a way to say your name 2 or3 | | | | watch as you interact with a potential buyer. |
| times during the meeting so it is not forgotten. | | | | What do they see? What does your body |
| It is very difficult to successfully establish rapport | | | | language tell them? Do you seem confident or do |
| if you are walking around the parking lot as eye | | | | you fidget? And don't take it personally. No one |
| contact is lost and members of the party veer | | | | ever improves without honest feedback. |
| off in different directions. Take your buyers inside, | | | | |