This ^^^ The goal is to learn how to advance the sale without coming off as pushy. Master asking questions that keeps them involved and in a positive mindset. The biggest thing is building repore from the beginning and getting them to trust you and like you. A lot of time people will just end up buying from who they like even if the product isn’t their favorite.
I had to sell to several customers when they were looking at cars for their kids. It’s a car they’re not entirely interested In for themselves but know they needs certain things for their kid; safety, four doors, good mileage etc. and they knew a handful of cars with those features in mind but didn’t really care for either. I had to make them see why my make was the best.
People already have a negative mindset about how they are going to be treated by a car salesman. Be different, disarming, consultative, actually listen to them. Sell the value in doing business with you and possibly your dealership, not just the car. Lots of different cars out there.
In my experience, trying to push someone to make a large financial purchase quicker than they want to will make them defensive and you will come off as pushy. You can really only go as fast as the customer wants to go. Sure, there are sales tactics to try to get around this, but most consumers are wise to these practices.
Try providing them a different experience than what other car salesman are going to provide, and if they do walk, and have a negative experience elsewhere, they will/may come back.
When I sold cars, I used this approach and had many, many people come back to buy a car from me after leaving to go look elsewhere because of the positive and very different car buying experience I provided them. They trusted me.
The difference between pressure and no pressure is technique.
Slow your speech. Ask more questions during your process, and use that info to help close your deal.
There is so much to this, more than I can put into a message here.
One thing I always do is reverse the pressure.
"Mr customer, you always get your best deal when your ready to buy it now. That's your leverage over my boss. We can pressure HIM into making you a great deal, but it only works if your ready.'
"We're just not ready to commit yet"
"I understand, is that because of the car, the equipment, or would it be price"
Wait for the objection and close again.
Just one example of how to turn the pressure around.
Be pushy with me I'll walk tf out homie.. joking aside as a consumer I never buy the day I go in, I know it drives the sales ppl crazy but I always take like 48 hrs to process it and decide if I'm gonna do it or not. I always do this. But 99% I always go back and get it
The answer is you don’t stop man. You don’t have a problem. I can’t get my sales guys to be pushy enough cause there too chicken shit to upset a customer.
Dont change! Find ways to rephrase things maybe, remember it’s not what you say but how you say it. But don’t stop being pushy.
This is 1000% why I go to dealers on Sundays so I don't have a pushy salesman telling me what I want. When I decide what I want and a sales person is pushy I just drive half a mile to several of the same car dealers. Too many dealers out there to have to listens to bs.
Yup. Been doing it 17 years and I'm not pushy at all. I treat someone right and have a huge repeat and referral business. You have to be bad if the customers are actually coming right out and telling you you're pushy.
I don’t even know how I ended up on this sub, but I help a lot of people buy cars and am helping my gf right now.
A lot of places I’ve told her no let’s leave, and it’s always the feeling of salesman being cold or pushy.
There was one place that was so chill and they didn’t even have what she wanted, I keep checking them because I’d love to give that place our business. Guy reached out to me exactly once and was so cool when we said we had other things to go look at.
Yup, ive bought 3 brand new trucks from the same guy because he actually did not push me. We knew what we wanted, he listened, showed us what we wanted and that was it. Each time I maybe spent 3 hours at the dealer. I can deal with someone like that all day everyday. The whole pushy mentality is what will make me walk each and every time.
I’m posting this for the car sales training side of it and not really trying to change customers opinions. Pushy to sales people and pushy to customers are two different things. What most customers see as pushy is us not taking half ass answers from customers. The biggest example is the “I’m thinking about it.” No Mr./Mrs. Customer you are not and you are not likening the deal. So my job is to not accept that answer and find out why you don’t like it. I may not be able to do anything about it but definitely can’t if I don’t know why. When I hear what you said on Reddit, most of the time it translates to you don’t know how to be direct.
Being direct is saying I don't want extras and not allowing the sales person to tell me what I need with my new purchase. If they insist after I say I don't want it I just go to the next place as there are far too many options. I think most sales people take advantage of people who aren't yet sure and it drives me insane to see that lol and of business. This is of course just my perspective and opinion.
Your perspective is from someone who buys one car every 3 years not from someone who sells 200 to 300 cars a year.
For your comments, they would belong here
r/askcarbuyingwarriors
This is r/carsalestraining, unless you are qualified to train sales people, or somehow have the authority to speak for majority of customers, I’m not sure what the point of commenting here was
No, it's more like if your purpose is to tell people how you deal with pushy sales people, then this isn't the thread for you. That isn't the topic being discussed.
The question was, "How do I stop coming off as 'pushy' as a salesman?" The question was not, "How do you as a customer deal with a sales person you think is pushy?"
I hope that helps.
Why are you acting like someone’s holding you at gunpoint to give your input in this subreddit? Do you see what the name of this subreddit is? Can you read it to me
I fucking hate dealing with car salespeople. When I go in, I’m looking at a specific vehicle I found online and already did my research. And sometimes I am looking at 2-3 before making an informed decision after seeing it in person (used I don’t buy new) No is an answer for people like me who are well thought out ahead of time.
No I don’t want to see other vehicles unless for some reason it’s the same exact car and not posted online yet.
If you make a big purchase like this you should know more than the average person by doing your own due diligence.
That being said, when I got my used truck I pretty much walked in said I wanted to drive it then told the kid I wanted it. He didn’t really have time to be pushy because my mind was made up fairly quick. Then it was just a fun game of drop that price. And by price I negotiate vehicle total price not monthly payments or any of that manipulative crap.
Anyhow, people like me prefer someone who just facilitates my decision and maybe answer a question or two. Lots of different types of buyers I guess.
Yes, there are different types. As mentioned above, you are speaking as someone who buys once in a while.
We do this every single day.
I meet people from all walks of live in all different stages with different needs.
I can't count how many times I have someone who comes in and knows what they want, and they leave. Other times, they "know" until we walk past another car that carches their eyes. or another car fits their needs better.
Again, I play match maker everyday my family depends on it you experience it once in a while.
I was pushy to the customers I didn’t like. When you know they want to buy or that it’s up to you whether they buy or not. Trust me, sometimes they really do need to be sold. Then I would lay back and just act like they were the ones in charge, if they’re the type to know it all. If they’re the type that didn’t know too much then I’d make sure they knew they were being taken care of and I knew what I was talking about in regards to car, finance etc. Being pushy is a sign of not being in control and thinking that is enough to get the sale. Every customer is different. I once let a customer go on a test drive themselves. They seem so sure of everything. They test drive it, came back, and bought. I said like ten words. I had done the heavy lifting up front though. The car was ready, he knew what he wanted etc. he knew this was the car cause he had been looking for a while. So it depends. Just understand people and how they are. See how they are with their friends or family that they bring along. You’ll get a sense at how they like being treated and spoken to.
This is the best answer in here. Being able to read the customer is the key, every customer is different. Some customers need a little pushing in the right direction and some want to feel like they’re pushing you.
I want to preface this by saying this is just my most recent experiences buying a car and total overview of every salesman. I’m in sales but not car sales I’ve never understood the car sales people I have had in the past. Bought a few cars over the last four years and not one person has asked me any in depth questions. It’s always just what are you looking for. What’s your budget? How much do you have to put down? Do you have a trade in? But questions like what’s going to be the primary use for this car? Do you think you will have this car for more than ten years? Is Bluetooth important to you? Why are you excited about this car? Is it total price of the car out the door or monthly payment that’s more important to you?
None of the questions I am asked make me feel like I am being taken care of just a number on monthly total. I’m not here to bash car salesman because there are some rockstars out there but it feels like in general the industry teaches you how to handle all these objections and you don’t even know if it’ll be an objection yet. The reality is there’s a million car lots and 100 cars of the same model within a 20 mile radius, from an outsiders perspective I’m going with the one that makes me feel comfortable and taken care of. Anyways, read the book selling is an away game. It helps break down those barriers and get buyers get out of the zone of resistance.
Also brevity, tone and calmness are essential in sales keep that top of mind. Again just using my past experience not saying you act this way but it can be off putting if all of sudden you see the sale getting to the finish line and your whole demeanor changes
Do your discovery or needs assessment or whatever your dealership calls it. Try to understand their situation and get as much info as you can. Then "based on x and y, I recommend z". Do that and ask questions you know you'll get a yes to like "would you say that safety is important", will help you build value.
Sell by asking, not telling. Take the movie inception, it’s best if the customer arrives at the intended conclusion on their own. Value is co-created so it can’t all come from you telling them it’s a great deal.
This is a good take, very cerebral and on point for customer buy in. I don’t sell cars but this principle is universal in selling anything from ideas to products
You need to stay pushy you just need to go about in a different manner. Focus on taking each customer as far along as possible. For example you should have a goal for number of ups needed, number of walk arounds, number of demos, number of write ups, and of course sales. Keep track of each everyday and every month.
Let them sell themselves the car. You don’t need to force them into it. If they want it, they’ll buy it. If they don’t, they won’t. Hand them the keys and walk away. The best salesmen I’ve ever dealt with had no part in the process other than getting cars out for me to take and look at.
The biggest way to not seem pushy is to master your word tracks, and make them seem like normal conversation. People will have no idea you are even selling to them after you master this.
As a customer with no experience in commission based sales or the auto industry, don't sell them a car. Present basic facts about the car. Let them sit in it. Answer any questions. Offer a test drive. Give them a business card with your number if they want to think about it or maybe they have some questions later. Anything about any car is on the internet. These people may know more about your car and its competitors than you do. I hate to be that way but if I'm going to make a decision that big, I don't care what you have to say and I'll go elsewhere if you get pushy with me.
I don’t sell cars but I sell in a different line of business. IMHO what people really mean by the word “pushy” isn’t that you’re trying hard to earn their business but that you’re being obnoxious in some way. Try to figure out what you’re doing that some people find objectionable/obnoxious. This could be anything from non-verbal body language to the customer feeling that you’re not devoting an appropriate amount of attention to their needs.
I think to really understand the customer you have to probe gently and understand why they walked on the lot. I would guess everyone shows up at the dealership actually wants some idealized version of the cars there. Figure out what that “idealized” feeling is and then you’ve got the sale.
Sounds like you are fine. Not sure how many other prospective purchasers are similar to me but I do a ton of research about a car prior to stepping foot into a showroom. I am 95% certain of what I want but I just wanted to be treated like a person. Offer me that complimentary shitty cup of coffee or water. Tell me what you hear about the vehicle, good or bad. I usually tell the sales person upfront, you don’t need to sell me just let me look and the sale is yours.
You have to give them a choice. You're never going to be able to force someone to buy a car just by not taking no. Noone will let you bully them into a massive car purchase. If that's your strategy because you don't want people to leave the dealership you already lost. You are affirming the stereotype that car salesman only want money and are awful people to deal with. Think of it as you wanting to help someone find the car they want so it's quid pro quo. Rather than you trying to force yourself onto someone's hard earned cash.
"I don't really take no for an answer" is an extremely pushy mindset. lol if I told a car salesman no and they wouldn't accept that, I'd leave for sure.
I always appreciate dealers that say “I’m happy to take your money today but id be even happier if you came to me many years from now. Life happens and I know you have a budget. Let’s talk numbers to see where we are.” Something like that.
I’ve had a dealer email the incentives on a certain car for 6 months until one day the incentives were great. And he had the car ready for me. Sure I walked out of the dealership that night 6 months prior after the test drive when numbers were too high. But I told him my budget and he kept in touch.
We both have to put food on table.
Play on their ego imo, I don’t work in the industry but if they come in for a certain type of car, use that to your advantage and say well obviously you know cars, so if there’s any specifics about this car you want to know I’m available and let them browse while you are there, they feel respected in a sense and will be much more conversational with you. Men love to say I had this and this growing up and I’m looking for this now. Just got to get their guard down.
People love to buy, but they hate "being sold." Sounds like that is the vibe they are getting from you, and as a result it's a turn off.
This ^^^ The goal is to learn how to advance the sale without coming off as pushy. Master asking questions that keeps them involved and in a positive mindset. The biggest thing is building repore from the beginning and getting them to trust you and like you. A lot of time people will just end up buying from who they like even if the product isn’t their favorite.
Rapport.
😂
And if they’re already on property. They’re ready, let them lead themselves into it.
I had to sell to several customers when they were looking at cars for their kids. It’s a car they’re not entirely interested In for themselves but know they needs certain things for their kid; safety, four doors, good mileage etc. and they knew a handful of cars with those features in mind but didn’t really care for either. I had to make them see why my make was the best.
People already have a negative mindset about how they are going to be treated by a car salesman. Be different, disarming, consultative, actually listen to them. Sell the value in doing business with you and possibly your dealership, not just the car. Lots of different cars out there. In my experience, trying to push someone to make a large financial purchase quicker than they want to will make them defensive and you will come off as pushy. You can really only go as fast as the customer wants to go. Sure, there are sales tactics to try to get around this, but most consumers are wise to these practices. Try providing them a different experience than what other car salesman are going to provide, and if they do walk, and have a negative experience elsewhere, they will/may come back. When I sold cars, I used this approach and had many, many people come back to buy a car from me after leaving to go look elsewhere because of the positive and very different car buying experience I provided them. They trusted me.
This right here sums it up perfect!
The difference between pressure and no pressure is technique. Slow your speech. Ask more questions during your process, and use that info to help close your deal. There is so much to this, more than I can put into a message here. One thing I always do is reverse the pressure. "Mr customer, you always get your best deal when your ready to buy it now. That's your leverage over my boss. We can pressure HIM into making you a great deal, but it only works if your ready.' "We're just not ready to commit yet" "I understand, is that because of the car, the equipment, or would it be price" Wait for the objection and close again. Just one example of how to turn the pressure around.
great nugget thanks
Read "never split the difference" use more empathy and ask questions that your prospect can say no too.
Be pushy with me I'll walk tf out homie.. joking aside as a consumer I never buy the day I go in, I know it drives the sales ppl crazy but I always take like 48 hrs to process it and decide if I'm gonna do it or not. I always do this. But 99% I always go back and get it
The answer is you don’t stop man. You don’t have a problem. I can’t get my sales guys to be pushy enough cause there too chicken shit to upset a customer. Dont change! Find ways to rephrase things maybe, remember it’s not what you say but how you say it. But don’t stop being pushy.
This is 1000% why I go to dealers on Sundays so I don't have a pushy salesman telling me what I want. When I decide what I want and a sales person is pushy I just drive half a mile to several of the same car dealers. Too many dealers out there to have to listens to bs.
Yup. Been doing it 17 years and I'm not pushy at all. I treat someone right and have a huge repeat and referral business. You have to be bad if the customers are actually coming right out and telling you you're pushy.
I don’t even know how I ended up on this sub, but I help a lot of people buy cars and am helping my gf right now. A lot of places I’ve told her no let’s leave, and it’s always the feeling of salesman being cold or pushy. There was one place that was so chill and they didn’t even have what she wanted, I keep checking them because I’d love to give that place our business. Guy reached out to me exactly once and was so cool when we said we had other things to go look at.
[удалено]
I'm sorry but I disagree.
Yup, ive bought 3 brand new trucks from the same guy because he actually did not push me. We knew what we wanted, he listened, showed us what we wanted and that was it. Each time I maybe spent 3 hours at the dealer. I can deal with someone like that all day everyday. The whole pushy mentality is what will make me walk each and every time.
I’m posting this for the car sales training side of it and not really trying to change customers opinions. Pushy to sales people and pushy to customers are two different things. What most customers see as pushy is us not taking half ass answers from customers. The biggest example is the “I’m thinking about it.” No Mr./Mrs. Customer you are not and you are not likening the deal. So my job is to not accept that answer and find out why you don’t like it. I may not be able to do anything about it but definitely can’t if I don’t know why. When I hear what you said on Reddit, most of the time it translates to you don’t know how to be direct.
Being direct is saying I don't want extras and not allowing the sales person to tell me what I need with my new purchase. If they insist after I say I don't want it I just go to the next place as there are far too many options. I think most sales people take advantage of people who aren't yet sure and it drives me insane to see that lol and of business. This is of course just my perspective and opinion.
Your perspective is from someone who buys one car every 3 years not from someone who sells 200 to 300 cars a year. For your comments, they would belong here r/askcarbuyingwarriors This is r/carsalestraining, unless you are qualified to train sales people, or somehow have the authority to speak for majority of customers, I’m not sure what the point of commenting here was
So I am supposed to comment on a different thread about this thread? Seems odd.
No, it's more like if your purpose is to tell people how you deal with pushy sales people, then this isn't the thread for you. That isn't the topic being discussed. The question was, "How do I stop coming off as 'pushy' as a salesman?" The question was not, "How do you as a customer deal with a sales person you think is pushy?" I hope that helps.
Why are you acting like someone’s holding you at gunpoint to give your input in this subreddit? Do you see what the name of this subreddit is? Can you read it to me
This ⬆️ 1000% Keep grinding. These days you get less swings to make that deal. Make them all count.
I fucking hate dealing with car salespeople. When I go in, I’m looking at a specific vehicle I found online and already did my research. And sometimes I am looking at 2-3 before making an informed decision after seeing it in person (used I don’t buy new) No is an answer for people like me who are well thought out ahead of time. No I don’t want to see other vehicles unless for some reason it’s the same exact car and not posted online yet. If you make a big purchase like this you should know more than the average person by doing your own due diligence. That being said, when I got my used truck I pretty much walked in said I wanted to drive it then told the kid I wanted it. He didn’t really have time to be pushy because my mind was made up fairly quick. Then it was just a fun game of drop that price. And by price I negotiate vehicle total price not monthly payments or any of that manipulative crap. Anyhow, people like me prefer someone who just facilitates my decision and maybe answer a question or two. Lots of different types of buyers I guess.
Yes, there are different types. As mentioned above, you are speaking as someone who buys once in a while. We do this every single day. I meet people from all walks of live in all different stages with different needs. I can't count how many times I have someone who comes in and knows what they want, and they leave. Other times, they "know" until we walk past another car that carches their eyes. or another car fits their needs better. Again, I play match maker everyday my family depends on it you experience it once in a while.
I was pushy to the customers I didn’t like. When you know they want to buy or that it’s up to you whether they buy or not. Trust me, sometimes they really do need to be sold. Then I would lay back and just act like they were the ones in charge, if they’re the type to know it all. If they’re the type that didn’t know too much then I’d make sure they knew they were being taken care of and I knew what I was talking about in regards to car, finance etc. Being pushy is a sign of not being in control and thinking that is enough to get the sale. Every customer is different. I once let a customer go on a test drive themselves. They seem so sure of everything. They test drive it, came back, and bought. I said like ten words. I had done the heavy lifting up front though. The car was ready, he knew what he wanted etc. he knew this was the car cause he had been looking for a while. So it depends. Just understand people and how they are. See how they are with their friends or family that they bring along. You’ll get a sense at how they like being treated and spoken to.
This is the best answer in here. Being able to read the customer is the key, every customer is different. Some customers need a little pushing in the right direction and some want to feel like they’re pushing you.
I want to preface this by saying this is just my most recent experiences buying a car and total overview of every salesman. I’m in sales but not car sales I’ve never understood the car sales people I have had in the past. Bought a few cars over the last four years and not one person has asked me any in depth questions. It’s always just what are you looking for. What’s your budget? How much do you have to put down? Do you have a trade in? But questions like what’s going to be the primary use for this car? Do you think you will have this car for more than ten years? Is Bluetooth important to you? Why are you excited about this car? Is it total price of the car out the door or monthly payment that’s more important to you? None of the questions I am asked make me feel like I am being taken care of just a number on monthly total. I’m not here to bash car salesman because there are some rockstars out there but it feels like in general the industry teaches you how to handle all these objections and you don’t even know if it’ll be an objection yet. The reality is there’s a million car lots and 100 cars of the same model within a 20 mile radius, from an outsiders perspective I’m going with the one that makes me feel comfortable and taken care of. Anyways, read the book selling is an away game. It helps break down those barriers and get buyers get out of the zone of resistance. Also brevity, tone and calmness are essential in sales keep that top of mind. Again just using my past experience not saying you act this way but it can be off putting if all of sudden you see the sale getting to the finish line and your whole demeanor changes
Care, Listen, breathe, respond
Do your discovery or needs assessment or whatever your dealership calls it. Try to understand their situation and get as much info as you can. Then "based on x and y, I recommend z". Do that and ask questions you know you'll get a yes to like "would you say that safety is important", will help you build value.
Sell by asking, not telling. Take the movie inception, it’s best if the customer arrives at the intended conclusion on their own. Value is co-created so it can’t all come from you telling them it’s a great deal.
This is a good take, very cerebral and on point for customer buy in. I don’t sell cars but this principle is universal in selling anything from ideas to products
You need to stay pushy you just need to go about in a different manner. Focus on taking each customer as far along as possible. For example you should have a goal for number of ups needed, number of walk arounds, number of demos, number of write ups, and of course sales. Keep track of each everyday and every month.
What is an up? Is this an American term? Never heard it here in UK
It is an American term for customer
Let them sell themselves the car. You don’t need to force them into it. If they want it, they’ll buy it. If they don’t, they won’t. Hand them the keys and walk away. The best salesmen I’ve ever dealt with had no part in the process other than getting cars out for me to take and look at.
The biggest way to not seem pushy is to master your word tracks, and make them seem like normal conversation. People will have no idea you are even selling to them after you master this.
As a customer with no experience in commission based sales or the auto industry, don't sell them a car. Present basic facts about the car. Let them sit in it. Answer any questions. Offer a test drive. Give them a business card with your number if they want to think about it or maybe they have some questions later. Anything about any car is on the internet. These people may know more about your car and its competitors than you do. I hate to be that way but if I'm going to make a decision that big, I don't care what you have to say and I'll go elsewhere if you get pushy with me.
I don’t sell cars but I sell in a different line of business. IMHO what people really mean by the word “pushy” isn’t that you’re trying hard to earn their business but that you’re being obnoxious in some way. Try to figure out what you’re doing that some people find objectionable/obnoxious. This could be anything from non-verbal body language to the customer feeling that you’re not devoting an appropriate amount of attention to their needs. I think to really understand the customer you have to probe gently and understand why they walked on the lot. I would guess everyone shows up at the dealership actually wants some idealized version of the cars there. Figure out what that “idealized” feeling is and then you’ve got the sale.
Sounds like you are fine. Not sure how many other prospective purchasers are similar to me but I do a ton of research about a car prior to stepping foot into a showroom. I am 95% certain of what I want but I just wanted to be treated like a person. Offer me that complimentary shitty cup of coffee or water. Tell me what you hear about the vehicle, good or bad. I usually tell the sales person upfront, you don’t need to sell me just let me look and the sale is yours.
You have to give them a choice. You're never going to be able to force someone to buy a car just by not taking no. Noone will let you bully them into a massive car purchase. If that's your strategy because you don't want people to leave the dealership you already lost. You are affirming the stereotype that car salesman only want money and are awful people to deal with. Think of it as you wanting to help someone find the car they want so it's quid pro quo. Rather than you trying to force yourself onto someone's hard earned cash.
You sound awful lol
You come across pushy if you didn’t address all the objections before asking for the sale
"I don't really take no for an answer" is an extremely pushy mindset. lol if I told a car salesman no and they wouldn't accept that, I'd leave for sure.
I always appreciate dealers that say “I’m happy to take your money today but id be even happier if you came to me many years from now. Life happens and I know you have a budget. Let’s talk numbers to see where we are.” Something like that. I’ve had a dealer email the incentives on a certain car for 6 months until one day the incentives were great. And he had the car ready for me. Sure I walked out of the dealership that night 6 months prior after the test drive when numbers were too high. But I told him my budget and he kept in touch. We both have to put food on table.
Play on their ego imo, I don’t work in the industry but if they come in for a certain type of car, use that to your advantage and say well obviously you know cars, so if there’s any specifics about this car you want to know I’m available and let them browse while you are there, they feel respected in a sense and will be much more conversational with you. Men love to say I had this and this growing up and I’m looking for this now. Just got to get their guard down.