That seems like an odd question doesn’t it?  But in reality it’s actually a very good idea. To be a successful car salesperson, you need to be able to follow a set formula that works for you in order to present yourself as a professional that knows how to sell cars. Thinks about the steps you take to make a car sale: you greet the customer; you build up a rapport with them to make them relax; you investigate their particular needs through conversation; your present the vehicle to them with a brief rundown of feature; you demonstrate the vehicle to them with a more detailed run down and take it for a ride; you overcome any objections they may have with truthful statements and logic; and you close the sale. Phew, that’s a lot of stuff!

Why a script?

Your personal sales script will allow you to tackle the basic steps outlined above in an effort to gain the trust and confidence of your customers. You will be able to avoid awkward moments in the process and maintain your professionalism, especially as you learn to deal with things such as objections from your customers. You can present yourself as someone who is knowledgeable about the product they sell and not like you are fresh out of the car sales academy.

You should include

What you put in your script will depend on your particular style of selling. Obviously the first thing should be your greeting and you are actually going to get a better result from your potential customer by introducing yourself with your name right off the bat than just saying, ‘Can I help you?’. If you say, ‘Hi, welcome to Everyday Motors, I’m Eric and you would be’ you’ll get their name immediately with an introduction to whoever else is with your customer.

The next thing you want to add to your script is a way of building a rapport between you and your customer. Small talk is a great way to engage your new friends and by using some common sense and common ground, you can get your customers to open up and feel relaxed about buying a car from you. Use a common topic such as sports or pets to banter with your customers and get them feeling good about being there. You can then move the conversation into their needs and what they are looking for in the new vehicle they want to buy.

Finally, remember to remain professional and polite through your interaction with your customer. Being courteous and upbeat during the process will leave an impression on them and they will be willing to finalize the sale.

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