How To Sell A Car: The Sales Process -CAR SALES TRAINING-

0:00 hello sales persons of all makes models and brands my name is chance and thank you so much for tuning in to another episode of the sales Bible so today we're gonna do something a little different from what we've done in the past and to be honest I think this is probably the most valuable video I can provide you with I'm going to be explaining to you my entire sales process from start to finish this video is likely going to be a comprehensive overview over the whole process and then later on in the future we will be doing individual videos on each step but I'm gonna try and provide as much value as I

0:47 can to you in this one so how to sell a car the sales process alright ladies and gentlemen let's get started step 1 the meet and greet this is what I see most new people struggle with it's just kind of awkward to get used to at first but as soon as you realize that this is your job and people come in the door with the full knowledge that you are a salesperson and it is your job to sell them a car the second you wrap your head around that gets a lot easier you typically start with something as simple as hello my name is and you are and then you say hi John nice to meet you what brings you in today John's looking a new

1:35 car awesome I'd love to help you grab a seat at my desk during the meet and greet a couple tips once again we will be doing a separate video on this but make sure you shake everyone's hand also do your best to just give a good impression you know smile be upbeat be helpful make it clear that you are there to help them out and be professional and control your customers even at this point you'll notice control is something that's very important that's why you tell them have a seat at your desk don't have them wander the showroom have them sit down step2 needs analysis this is we're gonna ask your hard-hitting questions that

2:20 will ultimately land them on a unit things like why are you considering a new vehicle today what features would you like your new vehicle to have what were you planning on doing with your current vehicle what were you hoping to accomplish today these and many more questions need to be addressed in one former fashion or another to be honest at this point in time I do not talk about financial constraints unless the customer decides to bring it up typically they already know what they can afford typically it's not always the case but you can cross that bridge when they come to it after you feel like you have a pretty good idea of what your customers looking for write it all down

3:07 on a guest sheet fill it out to the best of your ability and then be ready for step 3 step 3 is the manager turnover also known as a teo this is where you get your manager involved explain your situation to them and come to them with your guest sheet use that to land them on a specific vehicle one thing you're ultimately going to test-drive and then introduce the sales manager to your customer typically that way you're going to want to transition between step two and three is listen I really do think I have the perfect vehicle for you in mind I just like to quickly have a conversation with my manager to make

3:54 sure I'm on the right unit for you and then you run over to your manager then you grab your manager explain what's going on confirm the vehicle and shrim line and then you grab your manager and you walk them over to your customers typically the best way to facilitate this introduction is to say something along the lines of hey Jon I just wanted to bring my manager Mike over he noted it he noticed us talking and he just really wanted to introduce himself to you something simple something clean just like that and then your manager will take over from there be like hey John I just wanted to thank you so much for coming in today it means a lot I know you're in good hands with chance he's one of our best guys if you have any questions feel free to reach out to either him or myself and we'll

4:41 look after you John and then at that point you're going to want to let John know that you're gonna pull the vehicle up for him and just to have his license ready for when you get back if he has a trade also have him have his registration ready for the trade if it's required in your area which in mine it is so step four is the test-drive slash trade appraisal reason I put them together is you gonna want to do them in tandem so this is typically the process in a nutshell step one is I pull the vehicle they're going to be driving around I live in a part of Canada where it's pretty cold so what I do is I actually turn on the heated seats steering wheel and hot air in the vehicle just to make sure it's nice and warm for when we actually sit down at

5:28 this point I'll go back inside I'll also start to fill the paperwork with John after I've both the test drive form and the appraisal sheet filled out I'll ask John to come out with me while I take a couple pictures of his trade I'll then perform a silent to walk around the silent walk round is worth a video all to itself but it's essentially a devaluing his trade on a subconscious level now also after I'm done the silent walk-around run and the keys and paperwork to my appraiser I'll then come back by then the new vehicle will be nice and toasty and I'll do a walk-around demonstration on my current vehicle this is a bone of contention where I can see my process rubbing a lot

6:15 of managers the wrong way they prefer if you do the walk-around vehicle and the one in the showroom and I'm all for that so long as it's the same trim line or at least one that's quite close thing is I sell Honda's when people are looking at Honda Civics they're more often than not looking more towards the base end what we have in the show room is always a touring so I find it's not necess the best way to go about it then again listen to your manager his or her rule supersedes my own after that point I will test drive the vehicle test drive routes are also worth a separate video altogether so I will be doing that at a later date as well step 5 is when I get back so you're gonna try a transition

7:00 between step four and five by saying something to the effect of so John can we park it in the sold row or some other soft clothes like hey honestly do you think you could see this in your driveway fantastic did you have time to go over numbers today now that last question is something that a lot of sales managers aren't a huge fan of I'll explain why and then I'll explain you know why I like it so typically what a sales manager wants is to see you go as far in the process as humanly possible every single time while I share that view going over numbers with people isn't always the best way to go about it especially if you know they don't have time for it or if they're not going to

7:47 make the decision in the near future it kind of just sets you up to be shopped though I'm not a huge fan of that so assuming John says yes we have time to go over numbers today fantastic grab a seat at my desk I just have a couple quick questions for you and that's when you bring up the financial end of it by this point you've built a lot of rapport you laugh you trust each other you had the best test-drive experience everything still going pretty dang great now this is where you can ask the harder questions were you considering financing leasing or making a lump sum purchase avoid the term cash deal because there's a misconception that it's better for the customer when it's really not anymore

8:33 if you're dealing with the more affordable makes you know exactly what I'm talking about the next question you're gonna want to ask how much will you be putting down don't make it a question don't say will you be putting anything down because they're gonna say no you always want money down there's a lot of reasons for it and let's see negotiate better it guarantees a better approval it lowers their total cost of borrowing there's a lot of arguments for why putting money down is so gosh darn important and then the third question you're gonna ask what payment range were you hoping to achieve now there's gonna be a lot of reasons why you're gonna want to ask it this way the biggest one is the term range

9:21 provides some kind of understanding that there's a low number a comfortable number and then a stretch number this is how everyone budgets anyways it's not a secret it's not some grand masterful plan or anything in our heads we walk into a dealership saying I will buy it for this price I would prefer to buy it for this one but if I have to I will buy it for this one so there you have that honestly I don't expect people to give you an answer I expect them to say something dumb like well I just want your best price to which you reply you know what I completely agree and it's my job to make sure you're happy with the numbers or better yet listen I

10:07 completely agree John honestly it's my job to make sure you love the vehicle my manager is going to take care of you both the numbers that's something I like doing passes off blame reassures them that you are their friend so between us John what were you hoping to buy this for I'm gonna tell my manager a different number but I want to hear your number and then he'll tell you his number if you've built rapport properly then you're gonna say geez John you know man personally I've never seen one go for that low before that being said if you could go up to I don't know increase it by $20 or something is that something you'd be alright with like is that something that would still be affordable to you and they'll be like yeah like all

10:54 right I completely understand John see I'm gonna tell them the first number but between us I'm pretty sure we can work this out and they'll be like great and then you run over to your manager so that transitions you to step six which is first pencil it's basically this means the first time you present numbers if you knew the business have the manager prepare numbers do not desk your own deals do not prepare your own numbers you're just gonna self-sabotage yourself you should not know how much money you're making in that deal because it does not matter especially when you're starting out and then you're going to come back with those numbers your manager will prepare we typically two to three options based on what the customers looking for and once again

11:40 this is 100 percent worth a separate video altogether and then all you do is look at the customer explain the sheet to them explain how it all works out and then just ask them alright John now out of these options I'm gonna need you to initial beside the one that works best for you or my manager just wants to know which one works best for you would you mind initialing beside it and then I'll get everything else printed up and introduce you to my business office now that's how you close on first pencil I'll do a separate video on it altogether but that's the general premise now if your customer feels like they're a smart shopper and knows better than to sign at MSRP despite the fact that that's what the vehicle is quite

12:26 literally worth you do not get out of your chair until the customer makes you an offer all too often especially with new salespeople the biggest mistake I see when it comes to them this negotiating his customer says something idiotic like I just want your best price bro give me your best price so what you'll always place but it's like they're a broken record do not under any circumstances take that line of statements seriously because you will only dig yourself down in a deeper hole and I'll explain why I you know what I can explain it in this video the problem is is they always think there's a lower price you see

13:12 they're essentially misbehaving and treating you like garbage by telling you your vehicle's worse less than really is and then what you do is you say I understand you're having a bad behavior so you know what I'm going to do to punish you I'm going to reward you by getting you a lower price and then they're just gonna repeat the bad behavior over and over again so here's what you're going to do instead and I'll give you full permission to use this word track and it works listen John I want to get you the best deal for you now I know we're a little bit far apart when it comes to payment so where do we need to be to make this deal work for you like I know you need it to be at 2:20 let's say and I know that we're at

14:01 235 right now if we can get to 2:30 do you think you that that would be enough to close this deal and it'll be like well I want your best price I'm like okay so it's fair to say you want a discount though right and like yeah I'll bake great so how much of a discount do you need to feel comfortable with this deal it'll be like well I don't know I want your best price like okay and how much were you hoping to pay bi-weekly assuming we can't meet your current one like I don't know I want your best price and then okay well how much of a difference where you're looking for between the value of your trade and the price the vehicle I don't know I want your best price so and then you're gonna level with them this is this conversation sounds ridiculous I know

14:46 but it happens long so you're gonna just calmly say listen John I want to level with you because you've been a straight-up guy and I feel like you deserve it so this is what's gonna happen I'm gonna go to my manager and I'm gonna tell me you want a discount and John's gonna smile a nod and look at you like and they're like and then my manager is gonna ask me how much of a discount does he want and I'm gonna say I don't know and then my manager is gonna ask me where you're hoping to be around payments and I'm gonna say I don't know and then my manager is gonna ask feel with the difference that you hope to pay is and then I'm gonna say I don't know so what's going to happen John

15:32 is my manager is gonna send me back to you with a $1 discount because I don't know man like I'm trying to help you out here but III if you're not gonna give me any answers I'm not gonna be able to give you discount man and he's gonna look at you as you were like oh yeah that makes sense I guess and then say something funny like listen like I want to sell you this vehicle more than you want to buy it and it's my job to make this as easy as possible for you so I know we're a little bit far impaired far apart on payments right now but what if we could meet in the middle like I know a little bit more than you were expecting to pay but it's a great vehicle it's gonna last you and your family a long time and he's gonna be like oh well I mean if you could do it

16:18 for this then then I'll go through with it and then you write down on the sheet of paper we'll own four and then whatever he told you I'm like fantastic John I just need you to initial there just to show my manners you're committed and then he'll do it because if he doesn't he looks like a liar and a jerk and then comes step 7 passing the deal you would present your customers offer to your manager and you listen to what your manager has to say it is not your job as a salesperson to negotiate with your manager it is your job as a salesperson to sell a whip that's it so you're gonna do what your manager cell tells you because one of

17:03 the best things about the automotive industry is your managers paycheck is directly tied to your paycheck he wants you making money because he makes more money and then if you feel as though you're losing the deal ask for help you're not especially when you're new ask for help your manager will understand ask for help because if that customer storms out of here no no does your paycheck store my way along with him but so does your managers and that's gonna put you in a very rough spot and then always get a new offer from the customer before going back to the manager oh it's good taste to do it managers like seeing it and keeps customers committed step 8

17:52 close the deal after coming to an agreeable term shake the customers hand look him dead in the eyes when you do it and have a big ol grin on your face thankful for the business grab their credit card for the deposit and fill out the paperwork congratulations hard part's over then comes step 9 the F&I turnover also known as the business office turnover also known as via finance and insurance turnover this is where you're going to get your business office involved you're gonna present to them the completed documents and credit card you're going to explain to them the deal you're going to explain

18:37 the customers motivations for buying and describe them you're going to answer any questions your business manager has and you're going to introduce the business manager to the customer make it fun make it a lot make it just make it enjoyable you know so for example hey John this is our business director Chris he is my favorite business director in a floral shirt today so I hope you enjoy his company he's gonna walk you through the rest of the process and I will see you on the way out John so after that you just sit and wait you run the vehicle back to its spot and you clean up your desk a little bit and you put the dishes away whatever you got to do to get ready

19:24 for the next customer you do that while they're in the business office and then step 10 and the final step say goodbye REE congratulate the customers and thank them for their business ask them about the delivery date and make sure they're excited about it ask if there was anything else you could do for them and walk them out and shake their hand and then follow up always make sure they have your number in their phone to shoot them a quick text message and that's about it and then just casually talk to them throughout the week or until they pick up and you will be a good to go so that is my process in a nutshell I think it's

20:10 pretty good it's pretty solid every dealership I've been at really appreciates it and it just works really well I think having it laid out is a really good thing for a lot of people so write yours down as well feel free to make tweaks to this as you need I just happen to find it works the best for me this way so if you're selling Styles a little bit different that's no problem but this is still a great genuine template to follow especially while you're new with that in mind guys hope you have a wonderful day and as always happy selling you