Car Sales Training on How to Close a Sale at an Unconscious Level

Car sales training focused on providing a compelling sales presentation that can close the sale on an unintentional level.

Many salesmen for cars bombard the buyer using feature after feature. What a bore. Is the customer going to purchase a vehicle because of a technical feature? How many of your buyer’s could even recognize the engine’s parts or be concerned about technical aspects? They’ll buy the car they want from you because you’ve shown them the benefits the car can do for them. You have outlined the advantages of the car that match their wants, needs and deep needs. Visit:-

You are aware of all the functions of your car. You want to show off your great knowledge in order to establish credibility with your clients. However, if you do not get their attention you will not reach that magical buying state. To bring your customers to an emotional space that they are willing to buy you must know what they want and provide it in a way that fits to their perception of the world.

They don’t want a car.

They want what the car can provide for them. For some it will be an attractive fashion accessory that will draw attention to themselves, as well as a sound system that is more important than safety features. For other people, the car is a necessary tool, or a reliable method for transport. The buyer that cranks up the mileage while enjoying their leisure time will view a car from a distinct perspective from the everyday commuter. The parent with a caring heart wants an easy way for their family to travel together, and will also benefit from car entertainment. However, the student who is rebellious might need a distinctive statement in the car that expresses who they are.

How are you going to satisfy that myriad of needs, wants, and desires, with technical features about the machine that is made of plastic and steel? You’re not. The car’s features can only be used to demonstrate that the car offers the buyer the benefits. It is important to connect these features and show how they will make real the feelings and pictures they have about the car they plan to purchase.

Never assume to have an idea of what people want.

The examples above are just possible buyer needs. Make use of your abilities as a salesperson to find out what your customer’s needs are. One important sales training aspect is that the customer might not realize their actual needs. What if that middle-aged man really admit to himself why you want the sports car? He will tell you it’s because he always wanted one, and only now can he be able to afford it. The customer that tells you they’re concerned about the environment may really be more worried about the price of fuel. How many 4 X 4 off road owners ever go over more then a speed-control bump? Even though there is evidence to suggest that the gas guzzling 4 4-X4 is not an unsafe vehicle to drive yet, many customers still use security as the main reason they own one.

A great sales and marketing training in the automotive industry involves matching the characteristics of the car to the benefits that the purchaser really wants. The buyer wants to achieve the feeling of being emotionally connected of their purchase. To comprehend these feelings and figure out how they will be able to achieve them, the buyer creates internal pictures and engages in internal dialogue. You find the surface requirements, desires, and wants of the buyer at the questioning stage of the sales process. However, there are sales techniques that assist you to identify the more emotional triggers. Very few sales professionals become adept at using them.

Find the customer’s real desires

The information the buyer gives you about what that they want is what they’re willing tell you, and are not their real desires. Under the surface, there could be more important needs the buyer is expressing. Consider for example the business manager that wants the best car to convey their high status to their staff. On the surface, they might offer a myriad of reasons for why they want a certain kind of car. Credibility, image to customers, being able be able to pay for it and other reasons specific to their needs. The most fundamental reasons that they’re consciously aware, could be that they want people to envy them or to highlight their own status. Perhaps they would like to display their wealth. It’s unlikely they will reveal this when you ask them what they’d like from a brand new car. At an even deeper level there will be benefits that the buyer wants that are not fully within their awareness. There are benefits they want or their greatest desires that they would prefer not for themselves to recognize.

It’s back to the business manager who tells you that they’d like an automobile that is safe, appropriate to customers visiting the area and fits their budget. They’re not talking about how they plan to showcase their wealth and status to the people at work. If we go even deeper into their needs and aspirations, we might find additional benefits that make the sale of their car the level of a completely uninvolved. If you believed that the business manager was really very insecure about their position. The image they wish to project with their vehicle was to create barriers for their staff. When you ask about the previous cars they have owned you are able to tell that they came from a low-income background. The information you get from their verbal, and non-verbal, communication that they need to keep proving themselves to others. Showing off their wealth and standing to get over their fears.

Take a new look at the car sales training

Imagine the sales pitch that you could present if you had this kind of information about your customers. Have a look at your training for salespeople. Yes, you should be an expert in the technical specifications of the cars you offer. However, you must be aware of what questions to ask your customers, and how to discern the deeper levels of meaning of their answers. What you’re really searching for is their perspective of the world and their reality map. It is then possible to show them how your car will fit into that view.

Let me offer you an initial point. What is the reason you use the car you currently own? Be open with yourself. Seek out deeper thoughts and become self aware. Learn about your family and friends as well as colleagues and friends. Talk to them, look for inconsistencies. You’re a sales person, you can read people. What is it that the car can do for them that lights up their face? Pay attention to the things that bore them or bring out the negative aspects. These are a few easy paragraphs about people, not cars, and it could be the start of a whole new way of selling your services.

Leave a comment

Your email address will not be published. Required fields are marked *