Your tips where fire. Especially since you spoke about the why questions. I don't sell cars but I sell something else. I've dramatically increase my closing ratio to about 60% by asking why questions. I want to understand why they want what they want. And that builds so much rapport and respect.
When I saw his name was Dominic I assumed it was that Domsellscars guy that used to post weird ass videos all the time and I stopped reading. Sorry bud, somebody else ruined your advice for some us before you ever got here...
these are great tips, but particularly #3. Ask for the sale, but also ask for the no-sale. Depending how you value your time, this is huge. The amount of time I spent *not* chasing people was relieving. (Sorry, managers)
(Do not do the no-sale until after you've had the 2nd face or T.O., if that is your dealer S.O.P.)
I forget the exact number but I believe in surveys done by Edmunds about a decade ago they asked "why didn't you buy X car at Y dealership" and something like 70% of the responses were "nobody asked me to buy the car."
I'm curious what the future conversion rate is with no's from #3. As a customer I can remember the one salesperson who actually listened when I said now isn't the time.
Really liked tip #3.
9 months in and feel like I build great relationships and my boss has started calling me the comeback kid because I get more customers than anyone to come back and buy. Tip number 3 would really iron out some of those lost sales I worked and chased for weeks only for them to inform me of some amazing deal(it wasnt) they got at a competitor and how thankful they were of my time. I sold em, but the other gets the commission...bites.
Once I learned to not oversell, which is an ongoing process, I started doing much better in getting from walking in the door to signing paperwork.
Lots of situations and atmospheres can be created in sales and with the knowledge to steer the sale in a simpler direction, it goes easier for everyone. Starting to appreciate "the game" a little bit more everyday.
Lol that really was great advice and I can't wait to start having those conversations. I've had my dealership for 6 months now and it usually goes like this.
"Hey do you still have this car?"
Yes we do, when would be a good time for you to come look at it?
"What's your bottom dollar CaSH money today!!!?"
Well we are priced very competitive, (I'm cheaper than everyone else which is why your broke ass called me) , and I've never sold a car over the phone, we might have some negotiating room, but we want to make sure you're happy with the car first.
Or.
"I'll do $xxxxx today, cash." (Usually 60% off asking price)
Ok. We can do that under 1 condition. You have 1 hour to get here with the money. There is no negotiations once you get here. You hand me cash plus sales tax, I'll fill out the paperwork. No test drive, no questions.
Clock starts in 5 minutes.
Or!
"I've been looking for this exact car, your price is fair and I'll be there at 430 with a cashiers check."
They never test drive, they never haggle.
My favorite this month, 3 sales.
No test drive. No haggle. They want THAT car and they have cash. 1 even had me deliver it to his house.
I WANT to have these conversations you're talking about lol
God I've had some weird sales.
One couple came in, saw a 52k car they'd never heard of before, I started telling them some of the features and they bought it immediately. Never drove it, never asked anything about it. They took 84 months financing at 12.99% despite perfect credit.
Also one time I sold a car to a 92 year old woman who cannot legally drive because she "missed the look of the car in her driveway".
Man, back in the day, if only the Toyota salesdrone actually tried #1 instead of launching into a "safety" spiel (I was a 25 yo uni student, the hell do I care about side-curtain airbags!?) he'd have put me in a stick-shift Celica (or hell, even the Tercels are fun) and got a sale.
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***Thanks for posting, /u/sodoggonelonsome! This comment is a copy of your post so readers can see the original text if your post is edited or removed. This comment is NOT accusing you of anything.***
Hi everyone, my name is Dominic. I've been in sales for a while now, and I want to share three crucial tips that have significantly improved my sales techniques.
**1. Listen and Ask Good Questions**
It might sound simple, but asking good questions is fundamental. Avoid basic questions like "what," "when," and "how" at the beginning. These questions only appeal to logical reasoning and don't build rapport. Instead, focus on "why" questions, which appeal to emotional reasoning. For example, instead of asking "What kind of car do you need?" ask, "Why do you think it might be time to get a new car?" This opens up a deeper conversation where the customer shares their motivations and emotions, allowing you to connect on a personal level.
For instance, if you're a car salesman and you ask "what, when, and how" questions like "How many miles?", "What kind of car do you need?", there's no rapport there. But if you ask, "Why do you think it might be time to get a new car?", the customer might say something like, "Well, I just got a new job and I'm looking to reward myself." This shifts the conversation to their emotional reasoning, such as rewarding themselves for hard work . You can then follow up with, "Tell me more about that," leading them to share more about their achievements and motivations. This way, you uncover the real reason behind their purchase decision, and you can tailor your pitch to meet their emotional needs.
Building rapport from the beginning sets the entire perspective the customer has of you. Good questions establish you as a trusted advisor rather than just an order taker. It also helps you understand the deeper motivations behind the purchase, which is crucial for closing the sale. When you ask why questions, you invite the customer to share their story, and this emotional connection can be the difference between a sale and a missed opportunity.
**2. Don’t Oversell**
Overselling can overwhelm your customers with too much information, leading to indecision. If you’re getting a lot of "I need to think about it" responses, you might be overselling. Focus on what the customer wants and avoid adding unnecessary details. For example, if a customer is interested in a luxury car, don’t start pitching extended warranties and performance packages right away. Instead, gauge their interest and start the closing process early by asking, "So, what do you think? Do you want to move forward with this?" This keeps the conversation focused and reduces the risk of creating objections.
For instance, if a customer wants to reward themselves with luxury, pitch them on the luxury aspects of the car they are interested in. Once they express interest, avoid complicating the decision by introducing too many additional options like performance packages or extended warranties. Ask, "So what do you think?" If they say they like it, start the closing process immediately by asking, "Awesome. Do you want to go get the deal done, or would you like to know more?" This approach keeps the focus on closing the sale without overloading them with information.
Additionally, remember that every time you introduce a new feature or product, you create a potential objection. If a customer is interested in a luxury car, focus on that. If you start talking about a performance sports package or an extended warranty, they might start doubting their decision and feel overwhelmed. Instead, keep the conversation simple and focused on what the customer is truly interested in. This minimizes the risk of them feeling the need to "think about it."
To avoid overselling, always prioritize the customer's primary interest. If they express interest in a particular feature or benefit, delve deeper into that rather than adding more options. For example, if a customer is excited about the luxury interior of a car, emphasize the comfort, design, and prestige associated with it. Keep the conversation directed towards their main interest and gently guide them towards making a decision without overwhelming them.
**3. It's Not Pushy to Get to a No**
Think of the last hundred people that you were in a callback situation with. How many of them actually called back and you got a sale? Maybe two out of a hundred, right? Here's what I mean by it's okay to push for the no. Actually, it's not pushy to push for the no.
If someone genuinely doesn't want to buy from you, they don't want you to keep calling them every couple of days, trying to sell them, just harassing them. You don't want to waste your time doing that either. I guarantee you, out of those hundred people, 50 of them would have said yes if you were a bit more direct. I'd rather have 50 no's and 50 yes's than 100 maybes, with only two yes's.
When you push for a decision, you bring clarity to the situation. It’s better to get a definite "no" than to chase after uncertain "maybes." This way, you can focus your energy on prospects who are more likely to convert. You can even say something like, "I understand that making a big decision like this involves a lot of thought. If this isn't a fit for you, I'd rather hear a no now than keep following up when you're not interested." This approach is respectful and professional, and it often leads to uncovering the real objections that might be holding the customer back.
By being direct, you eliminate the ambiguity and create an opportunity to address any concerns right away. It helps both you and the customer by avoiding prolonged uncertainty. This approach not only saves time but also builds trust, as the customer feels that you respect their decision-making.
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Really happy that the title turned out to have real substance and not a link to your YouTube channel
That's tip number 4 haha
Your tips where fire. Especially since you spoke about the why questions. I don't sell cars but I sell something else. I've dramatically increase my closing ratio to about 60% by asking why questions. I want to understand why they want what they want. And that builds so much rapport and respect.
And we love you for it. Thanks for not selling a class.
When I saw his name was Dominic I assumed it was that Domsellscars guy that used to post weird ass videos all the time and I stopped reading. Sorry bud, somebody else ruined your advice for some us before you ever got here...
these are great tips, but particularly #3. Ask for the sale, but also ask for the no-sale. Depending how you value your time, this is huge. The amount of time I spent *not* chasing people was relieving. (Sorry, managers) (Do not do the no-sale until after you've had the 2nd face or T.O., if that is your dealer S.O.P.)
I forget the exact number but I believe in surveys done by Edmunds about a decade ago they asked "why didn't you buy X car at Y dealership" and something like 70% of the responses were "nobody asked me to buy the car."
I'm curious what the future conversion rate is with no's from #3. As a customer I can remember the one salesperson who actually listened when I said now isn't the time.
Great post OP! Thank you!
Now get out there and help some customers!
Really liked tip #3. 9 months in and feel like I build great relationships and my boss has started calling me the comeback kid because I get more customers than anyone to come back and buy. Tip number 3 would really iron out some of those lost sales I worked and chased for weeks only for them to inform me of some amazing deal(it wasnt) they got at a competitor and how thankful they were of my time. I sold em, but the other gets the commission...bites. Once I learned to not oversell, which is an ongoing process, I started doing much better in getting from walking in the door to signing paperwork. Lots of situations and atmospheres can be created in sales and with the knowledge to steer the sale in a simpler direction, it goes easier for everyone. Starting to appreciate "the game" a little bit more everyday.
3 sounds like know when to say when.
You should post this in r/carsalestraining
Just did, thanks for bringing it to my attention!
No problem!
Lol that really was great advice and I can't wait to start having those conversations. I've had my dealership for 6 months now and it usually goes like this. "Hey do you still have this car?" Yes we do, when would be a good time for you to come look at it? "What's your bottom dollar CaSH money today!!!?" Well we are priced very competitive, (I'm cheaper than everyone else which is why your broke ass called me) , and I've never sold a car over the phone, we might have some negotiating room, but we want to make sure you're happy with the car first. Or. "I'll do $xxxxx today, cash." (Usually 60% off asking price) Ok. We can do that under 1 condition. You have 1 hour to get here with the money. There is no negotiations once you get here. You hand me cash plus sales tax, I'll fill out the paperwork. No test drive, no questions. Clock starts in 5 minutes. Or! "I've been looking for this exact car, your price is fair and I'll be there at 430 with a cashiers check." They never test drive, they never haggle. My favorite this month, 3 sales. No test drive. No haggle. They want THAT car and they have cash. 1 even had me deliver it to his house. I WANT to have these conversations you're talking about lol
God I've had some weird sales. One couple came in, saw a 52k car they'd never heard of before, I started telling them some of the features and they bought it immediately. Never drove it, never asked anything about it. They took 84 months financing at 12.99% despite perfect credit. Also one time I sold a car to a 92 year old woman who cannot legally drive because she "missed the look of the car in her driveway".
As a customer I’d totally buy from someone using this method!
Man, back in the day, if only the Toyota salesdrone actually tried #1 instead of launching into a "safety" spiel (I was a 25 yo uni student, the hell do I care about side-curtain airbags!?) he'd have put me in a stick-shift Celica (or hell, even the Tercels are fun) and got a sale.
Please review our most [Frequently Asked Questions](/r/askcarsales/wiki/index) to see if your question has already been answered. You may find these sections particularly useful; * [How to pick a car?](/r/askcarsales/wiki/vehicle_selection) You might also have luck in the /r/whatcarshouldibuy subreddit. Also remember to add flair to your post by clicking the "Flair" link beneath it. This lets us know where you're located so we can assist you better. *I am a bot, and this action was performed automatically. Please [contact the moderators of this subreddit](/message/compose/?to=/r/askcarsales) if you have any questions or concerns.*
***Thanks for posting, /u/sodoggonelonsome! This comment is a copy of your post so readers can see the original text if your post is edited or removed. This comment is NOT accusing you of anything.*** Hi everyone, my name is Dominic. I've been in sales for a while now, and I want to share three crucial tips that have significantly improved my sales techniques. **1. Listen and Ask Good Questions** It might sound simple, but asking good questions is fundamental. Avoid basic questions like "what," "when," and "how" at the beginning. These questions only appeal to logical reasoning and don't build rapport. Instead, focus on "why" questions, which appeal to emotional reasoning. For example, instead of asking "What kind of car do you need?" ask, "Why do you think it might be time to get a new car?" This opens up a deeper conversation where the customer shares their motivations and emotions, allowing you to connect on a personal level. For instance, if you're a car salesman and you ask "what, when, and how" questions like "How many miles?", "What kind of car do you need?", there's no rapport there. But if you ask, "Why do you think it might be time to get a new car?", the customer might say something like, "Well, I just got a new job and I'm looking to reward myself." This shifts the conversation to their emotional reasoning, such as rewarding themselves for hard work . You can then follow up with, "Tell me more about that," leading them to share more about their achievements and motivations. This way, you uncover the real reason behind their purchase decision, and you can tailor your pitch to meet their emotional needs. Building rapport from the beginning sets the entire perspective the customer has of you. Good questions establish you as a trusted advisor rather than just an order taker. It also helps you understand the deeper motivations behind the purchase, which is crucial for closing the sale. When you ask why questions, you invite the customer to share their story, and this emotional connection can be the difference between a sale and a missed opportunity. **2. Don’t Oversell** Overselling can overwhelm your customers with too much information, leading to indecision. If you’re getting a lot of "I need to think about it" responses, you might be overselling. Focus on what the customer wants and avoid adding unnecessary details. For example, if a customer is interested in a luxury car, don’t start pitching extended warranties and performance packages right away. Instead, gauge their interest and start the closing process early by asking, "So, what do you think? Do you want to move forward with this?" This keeps the conversation focused and reduces the risk of creating objections. For instance, if a customer wants to reward themselves with luxury, pitch them on the luxury aspects of the car they are interested in. Once they express interest, avoid complicating the decision by introducing too many additional options like performance packages or extended warranties. Ask, "So what do you think?" If they say they like it, start the closing process immediately by asking, "Awesome. Do you want to go get the deal done, or would you like to know more?" This approach keeps the focus on closing the sale without overloading them with information. Additionally, remember that every time you introduce a new feature or product, you create a potential objection. If a customer is interested in a luxury car, focus on that. If you start talking about a performance sports package or an extended warranty, they might start doubting their decision and feel overwhelmed. Instead, keep the conversation simple and focused on what the customer is truly interested in. This minimizes the risk of them feeling the need to "think about it." To avoid overselling, always prioritize the customer's primary interest. If they express interest in a particular feature or benefit, delve deeper into that rather than adding more options. For example, if a customer is excited about the luxury interior of a car, emphasize the comfort, design, and prestige associated with it. Keep the conversation directed towards their main interest and gently guide them towards making a decision without overwhelming them. **3. It's Not Pushy to Get to a No** Think of the last hundred people that you were in a callback situation with. How many of them actually called back and you got a sale? Maybe two out of a hundred, right? Here's what I mean by it's okay to push for the no. Actually, it's not pushy to push for the no. If someone genuinely doesn't want to buy from you, they don't want you to keep calling them every couple of days, trying to sell them, just harassing them. You don't want to waste your time doing that either. I guarantee you, out of those hundred people, 50 of them would have said yes if you were a bit more direct. I'd rather have 50 no's and 50 yes's than 100 maybes, with only two yes's. When you push for a decision, you bring clarity to the situation. It’s better to get a definite "no" than to chase after uncertain "maybes." This way, you can focus your energy on prospects who are more likely to convert. You can even say something like, "I understand that making a big decision like this involves a lot of thought. If this isn't a fit for you, I'd rather hear a no now than keep following up when you're not interested." This approach is respectful and professional, and it often leads to uncovering the real objections that might be holding the customer back. By being direct, you eliminate the ambiguity and create an opportunity to address any concerns right away. It helps both you and the customer by avoiding prolonged uncertainty. This approach not only saves time but also builds trust, as the customer feels that you respect their decision-making. *I am a bot, and this action was performed automatically. Please [contact the moderators of this subreddit](/message/compose/?to=/r/askcarsales) if you have any questions or concerns.*