Car Salesmen's Seven Steps to a Sale
Almost all established sales organizations will have their salespeople follow certain steps to increase the likelihood of a sale. Many companies have these steps in place to provide an outline for their sales staff. However, almost every car dealer will employ the following seven step sale process. These steps have been proven effective for decades, and at most dealers, they are enforced as the law of the land.
The seven steps are used not only to keep the customer on track, but are performed in a certain order to produce a “same day” sales opportunity. As a customer, it is important to recognize these steps and it is necessary to know when to stop the process. Knowing what is going to happen next is a key element of this guidebook. If a customer understands these steps, he will reach a successful outcome more efficiently. Of course, because every dealer is different, these seven steps are performed with varying degrees of intensity. Nevertheless, they exist in almost every car dealership in the United States. Rather than trying to avoid these steps, this guide is designed to allow the salesman to go through them, albeit not on the first visit to the dealership.
The following articles will describe the “Car Salesmen’s Seven Steps” and the psychology behind them.
Invoice and Hold-Back “Invoice” and “Hold-Back” are common terms that customers and salespeople may use during the negotiation. Many times these terms are used as “buzz” words to demonstrate the customer’s “insider” knowledge. However, the salesperson may refer to the vehicle’s invoice without really describing the actual cost. These terms are only useful to buyers when they understand how they can affect the negotiation. You must know the true monetary value of the vehicle’s invoice and hold-back. This can be calculated automatically using our on-line calculators.
Sealants have become the golden paycheck for many “F&I” departments across the country. Sealants are paint and interior protection that are applied to a vehicle to prevent wear. The paint sealant is applied like a wax to the exterior of the vehicle and will keep the paint from fading and give the car that “freshly waxed” appearance. The interior sealants are meant to protect the upholstery from becoming discolored or stained.