The car salespeople who close the most deals do not aggressively push their customers into buying the product like most sleazy sales people do . Today’s customers are more informed than ever such that average salespeople find it difficult to get away with the cheap tricks or charm. The key success in sales is being able to gather and provide information in a way that not only encourages the prospect to talk to you but also become interested to do business with you. With this in mind, communications skills play a vital role in auto sales. Good communication involves both verbal and nonverbal aspects. Here are 5 communications skills that every car salesperson needs to have.
Active listening is a car salesman skill
While most salespeople are extroverts and charming, good communication involves both parties talking. Every top car salesperson understands the importance of listening to customers more than talking. Oftentimes, there is a significant difference between two prospective customers. That is why it is important to let your customers talk more while you actively listen. Listening goes beyond just nodding your head. It includes asking relevant questions, clarifying your understanding of what customers are talking about and watching their body language and reactions as they speak to you. Ironically, most average salespeople are thinking about what to say next or waiting for their turn to talk when a prospective customer is talking.
Top car salesmen are empathetic
Being empathetic doesn’t mean that you have to agree to everything that a prospective customer is putting across. It is more about seeing things from his or her point of view and understanding the pain points. When you are empathetic about your prospect, you will not only become likable but you will also have a better chance to close a deal. Best sales people are able to connect with prospects because they understand the problems or challenges that they go through. So, if you are able to draw your knowledge of the day-to-day experiences of your prospects, you will understand more about what they care the most and, in turn, being able to propose the right solution. For instance, if a customer senses the desire to have a particular car but hesitate because of temporary budget problems, you can proactively suggest friendly payment plans or even consider organizing for the cheapest car insurance.
Speaking in specifics without being condescending
The best car salespeople can easily convince a prospective customer to commit to a deal because they can point out specific anecdotes or examples to support their points. They are able to demonstrate exactly how a specific car or feature can benefit the customer. Most customers, in today’s marketplace, already know a lot about you, your products, and your competitors before you even talk. So, you should provide information more than the car data and be specific as possible. However, you should be aware that there is a thin line between sounding condescending and communicating expertise.
Reading body language and controlling own
There is a big difference between a person who speaks to you while slouching or looking away and a person who speaks to you while smiling, sitting up straight, and looking directly into your eyes. While we might try to say the right things to a customer, our body language communicates more than we say. Good car salespeople know how to manage their body language to ensure that they are sending the right signals. They also know how to read the prospects’ body language so that they can know which direction the conversation is heading to.
Confidence
When starting to sell cars it can seem to be a daunting task, but this is short-lived. Within a short time, one should be self-confident. Being self-confident does not imply acting like you know everything or thinking that you are the best salesperson. It means inspiring confidence in a customer that the product will solve his or her problem. Prospects will less likely trust you if you don’t believe in what you are selling or if you seem like you neither understand your business nor their concerns.
