Car Sales Negotiation Techniques – 5 x To Close Easier
In this article, we’ll uncover five car sales negotiation techniques that will help you consistently win more clients, without coming across pushy or breaking rapport.
Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way.
Read on to learn our car sales negotiation techniques, as well as how and why you should implement this into your sales strategy.
5 x Car Sales Negotiation Techniques To Close Easier
Car Sales Negotiation Technique #1 – Use An Intent Statement
The first on our list of car sales negotiation techniques, is to use something called an intent statement.
An intent statement, or pre-frame as we teach in The 5% Sales Blueprint; is a statement that delivers your expectations for a sales conversation.
It lets your potential client know what they can expect from you, and it gently lets them know what you would like to expect from them.
By pre-framing the conversation; you position yourself as a trusted advisor – you let them know that there are boundaries and parameters around the conversation, and that it will be structured.
Not only does it position you as a specialist, but it also handles objections before they come up later.
To learn more about the intent statement and how it’ll help you close more sales, read the linked article directly below.
Further reading: How To Use The Intent Statement For Sales Success
Car Sales Negotiation Technique #2 – Ask Probing Questions
Another one of our highly recommended car sales negotiation techniques, is to use something called probing questions throughout your sales conversations.
The most powerful tool you can use in your sales arsenal, is your ability to ask deep diving questions.
The types of questions we recommend you ask should be:
- Learning how they buy
- Qualifying questions
- Finding pain
- Handling objections
- Asking for the sale
Sales probing questions makes our list of car sales negotiation techniques, because by using questions effectively, you can guide your potential client to sell themselves – rather than you having to do all the selling.
This prevents you being positioned as someone who just wants to make the sale – and instead positions you as a trusted advisor.
Below is a linked article which explores each of these categories in more detail.
Related article: Sales Probing Questions – 20 x To Use Daily
Tip #3 – Find Pain
People buy for two distinct reasons – to move away or avoid pain, and to move towards pleasure and desire.
Pain points; in a sales context, are the things that cause discomfort to your potential clients in their business, day to day activities, and their everyday lives.
People don’t buy a car for the sake of buying a car.
They’re buying it because they feel discomfort for an underlying reason.
They could want something more economical fuel/ gas wise, or they may need something bigger for a growing family.
Perhaps they have an underlying status issue; and want something that’ll make them feel for prouder, or to present themselves in a different way.
Everyone has different pain points, and they come in different levels of pain.
Pain points are generally based on different levels of pain; and the measurement for the level of pain will be based on your potential client’s perceptions, and what they categorise their pain points as.
The common levels of pain your potential client would be facing are:
- Technical issues
- An impact on their business or career
- The personal impact
Sales Professionals and Business Owners who are successful at selling, usually prescribe solutions to their client’s pain – rather than present and hope that something will stick, and that they will be interested in buying.
Discovering pain points is one of our car sales negotiation techniques, because it’s a critical ingredient to your sales success.
Related article: Pain Points & Sales – Your Ultimate Guide
Car Sales Negotiation Technique #4 – Don’t Present Too Early
As per our article in Entrepreneur; many Sales Professionals and Business owners make the critical mistake of presenting their offer – or pitching, much too early.
Presenting at the right time is one of our more important car sales negotiation techniques, because if you do so early – you’ll jeopardise the sale.
Whenever you present an idea, solution or your product or service – it should be done in a way that demonstrates how by investing in what you’re selling, it’ll help them achieve their desired outcomes and remove their pain.
People don’t buy things.
More importantly, they buy what it will mean when they own it.
The same is true for car sales.
By presenting too early, you can’t possibly know in detail what kind of issues they’re trying to alleviate, or what exact desire they’re looking for.
Presenting too early positions you as a commodity, rather than a trusted advisor.
Car Sales Negotiation Technique #5 – Use A Sales Process
The most important of all car sales negotiation techniques you can implement to consistently close more sales, is the use of a sales process.
A sales process is a road map – a framework in which you can lean on, to guide both you and your potential client towards the sale.
A good sales process will consistent of the following steps:
- Building rapport
- Qualifying your potential client
- Your intent statement
- Powerful questions
- Discussing money and budget
- Presenting your solution
- Handling objections and closing
A sales process is important, because it ensures that you won’t wing it with your sales conversations.
Winging it means that you will get inconsistent results, because one day you may have one approach, and another day something completely different.
By using a sales process – you can have a streamlined approach to your sales conversations, to help your potential client sell themselves if you can in fact serve their needs.
Further reading: The 7 Step Sales Process – Learn To Close Easier
Our 5 x Car Sales Negotiation Techniques – Final Thoughts
These five car sales negotiation techniques will help you close a lot more sales, because they’re based and founded on a consultative approach.
Your potential clients are a lot savvier than they’ve ever been, and the old school hard closing style no longer works, or is effective.
Instead, we recommend building rapport, and then guiding them on a journey towards a buying decision.
Want To Close Sales Easier Without The Guesswork?
Are you committed to closing sales a lot easier, and consistently?
If so, you should check out our self-paced and affordable online sales training program; The 5% Sales Blueprint.
It’ll give you everything you need to close sales consistently.
To learn more, simply click on the link below for more information.
Our Online Sales Training Program – The 5% Sales Blueprint.