Automotive sales training guide to using humor for selling cars
Go to: Previous Article Next Article
A story about using humor
I have a friend that's a salesperson in the car business. Now, he is extremely good at what he does. He is very good at following the basics, a great closer, following up, prospecting etc. But one of his strong points is making people laugh.
When the showroom was jam packed with customers, he was a true show stopper. He would put on these silly glasses with the big nose and moustache and start with this entertaining hilarious speech right in the middle of the showroom. A gimmick like this worked for him. Every customer didn't talk to him. But the ones that did were very easy to sell to because of the strong rapport he had with that customer. And there is absolutely no reason why you can't get creative and find your strong points.
If you have a great sense of humor, use that to you advantage. No need to turn into a stand up comedian like my friend but learn to entertain. You can easily see that the superstars in the car business are all salespeople who have a great sense of humor, follow a plan and work smart. They spend an ample amount of time, money and effort getting better at selling. And they are all very likeable people. But the average salespeople are the ones that are stubborn and think that there is no room for improvement. These are the sales people that usually never grow. Make a friend before you sell something. And building rapport is the same thing as making a friend.
Pitfalls of building rapport and getting caught up
Don't you feel good about yourself when you can sell a car, make a friend and get a happy customer? Sure you do. And that all comes down to building rapport. But don't forget your objective. And that's to sell a car. Try NOT to get emotionally attached to the customer where you forget your job. There is a clear difference between getting emotionally involved with the customer and building rapport. Master the skill of building rapport without getting emotionally involved. You'll have a hard time closing the sale if sympathize on every situation the customer has.
Take note of this: How would you present a deal to your boss if you are emotionally attached to the customer? All you are doing is sympathizing for the customer. Selling this way impairs your judgment and your ability to properly sell the vehicle.
Rather than sympathizing with your customer, learn to empathize with your customer. Remember most of your customers are buying a very expensive product which ranges in the thousands. So yes, you do have to understand their feelings. If you can understand their feelings, the customer will begin to trust you. So understand them and learn to empathize to build rapport and gain trust. But don't sympathize, once you do that, that's when you'll lose track of the sale.
Article Source: Articlelogy.com
- Credit Cards A big selection of Cards in all flavors: Bad Credit Cards, Secured Cards, Prepaid Cards, Credit Cards for Canada, Low Interest Cards, etc -
Word Count: 505
Reduce Your Debts Without Bankruptcy. See How Much You Can Save. Free Debt Analysis
