Any salesperson can tell you that a customer knows what he wants before he ever steps foot on the lot. From brand to features and options, most customers just need to have five key questions answered for them before they buy. They want to be convinced that they are buying the right car with the right features for the right price at the right place at the right time. That seems like a lot, but if you break it down, closing the deal is really quite easy.

Automotive Sales Question One: Do I need the features this vehicle has? Be prepared to discuss the various features of the vehicle and how the customer will benefit from them. You can gain this information through the process of investigation performed earlier. If you have performed an adequate investigation, it will be easy to explain to a customer just what they are gaining from each feature and options.

Automotive Sales Question Two: Is this vehicle the one for me? Most customers come into a dealership with a pretty clear idea of what they want, but to be honest, most cars offer similar features, so the true question is if the brand is best for him. Be prepared to discuss to benefit of your particular brand to answer this question. Have several key selling points in mind prior to starting the hard sell to make this easier.

Automotive Sales Question Three: Is this where I should buy my new car? Once your customer has chosen a brand, the question is where to buy. Sell your dealership just like you would a car. Customer service, personal relationship and confidence are all excellent selling points for a dealership. To ensure a sell, make sure to spend time convincing your client that your dealership is the best place to buy.

Automotive Sales Question Four: Am I getting what I want for the price? This question should answer itself if you have done your job on the first three questions. If the customer is happy with the features, the brand and the dealership, the value should be obvious. If you sense hesitation in your client, back up to the previous questions and figure out where you went off track.

Automotive Sales Question Five: Is right now the right time? This is possibly the most difficult question to answer, because only your customer knows. What you can do is create a sense of urgency. Figure out a way to create excitement and generate a need for the car right now, today. If all of the questions above have been answered and the only thing holding them back is timing, it's up to you to convince them that right now is the only right time to buy.