It's another slow day at the auto dealership you work at. A customer finally walks through the door. You and every other salesperson at the dealership are wondering if the customer is there to see you. Why? Because you and every other salesperson there know that you will not make any money if you don't have an opportunity to sell the customer.



Referrals are easier to connect with, because you have something in common with them - you can talk about the person that referred them to you. However, new customers can be more difficult because you have to find out what their needs are.

Once you believe you've found what they are looking for, the moment has arrived for the test drive. The test drive is the perfect time to learn more about them so you can fit their needs to their lifestyle. At the same time, you're showing them the features of the vehicle - that is why your training as an auto dealer is very important here.

Once you've found a vehicle they like after the test drives are over, sit down with the customer and start working on pre-approval so you can give your customer the best deal. Take all the pertinent information for the finance department so they can start crunching the numbers.

At this point, customers may start getting a little anxious and think they can get a better deal at another dealership. Remember not to say anything at this point - if you speak before the customer does, you risk having to start from scratch.

The customer may tell you at this point that they think they can get a better deal at another dealership. Look at them and smile, and tell them they would like the vehicle if you could get a better deal on it. Excuse yourself at this point to go speak with your sales manager.

The sales management team is a very important part of the dealership. The customer gets a break from an experience that has already been a long one. It also gives you, the salesperson, an opportunity to try to get a better deal from the management team. You may just win the sale and that hard-earned commission as a result.

You may have to repeat this process several times with the customer before the deal is closed. It's important to be a team player at the dealership - it doesn't only take your training and skill, it also takes the sales manager's help to complete a deal that the customer likes, and that will be approved.