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Buying an automobile doesn't have to be difficult. There isn't that much science into getting one, but there is a whole lot of it in selling one. Car salesmen create, refine, and share sales tactics with their peers and companies on a regular basis. Here I will discuss one tactic that was used flawlessly at the place that I worked. Welcome to obligation selling 101. Obligation sales tactics are used around the world and can range from a small token or favor to a full paid vacation. Every dealership has sales routines that they instill in every salesman. At my dealership it was very simple. As always the customer has driven into the lot, slowed their car down and stopped at a promising vehicle. First the salesman strikes up a conversation that has nothing to do with the vehicle they are looking at. The talk starts to turn into cars, prices, and buying questions. At this point the salesman is to take them in for a price quote through the service entrance only. Anybody caught walking a new customer through the front door would be in some serious trouble with the managers. The small talk continues as you enter the service door, walk past the counter, and through the hallway towards the sales area. Just before the salesman opens the door to the sales area he stops, looks the customer in the eye, and asks, "This may take a couple minutes. Can I get you a beverage?" After the customer conferms their drink of choice, we were to turn around to the soda machines behind them, insert a dollar, and give them their drink. After that it is off to the desk to talk about prices, financing and options. At this point the sale is a good as finished before any discussion of pricing or options. This simple act of purchasing the customer a soda is a form of obligation selling. A simple gift to the customer is enough to place a small seed in their mind that they owe something to the salesperson. How well does this work? A seasoned professional will nail the sale over 50% of the time regardless of the vehicle promotion or price. This is in addition to using other sales tactics along with the soda. I've moved on from car sales now to bigger, better, and more honest work to say the least. My experience and training in sales opened my eyes to the workings of any dealer. I spend much of my time now assisting and educating my family and friends on purchasing new vehicles. Aside from co-writing informational pamphlets on the subject, I have also made a small website of tools consumers can use to get car quotes without even visiting a dealership. However you shop for cars, remember to stick with your instinct. Always compare prices from several different dealers. Finally, no matter how thirsty you are, never accept that soda.
Article Source: http://modirac.com
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