Many salespeople make the mistake of not paying enough attention to the process of investigation. They don't realize what a large impact this step can have on their bottom line. Building rapport with a customer with personalized conversations and using the information they present to you will make it much easier to present only vehicles they are truly interested in to them. It will also build their confidence in you and can help you to close the sale. Learn to be a competent investigator. These skills will serve you well for the remainder of your sales career.

Auto Sales Training Tip One: Good Investigating Skills Simply put, the best way to investigate your customer is to build rapport with them. This will allow you to easily ask them questions and find out what you need to know. Building rapport couldn't be easier. Just have a conversation with them about their interest, lifestyle and hobbies. Ask if they have a family or not. Find things in common with them. A shared favorite sports team is a great place to start. Don't discuss controversial topics like politics or religion. Avoid anything that may lead to an argument or hurt feelings. Taking the time to build rapport with your customer will make investigating them a snap.

Car Sales Training Tip Two: What's the Point? Investigation does serve a purpose, and an important one at that. Throughout your investigation, you will gather information that you can use when you make your presentation. Furthermore, your customer will feel more comfortable with you and be more likely to have faith and confidence in what you are selling them. Finally, because you have good rapport, have made a proper presentation and your customer trusts you, it is much more likely that you will close the sale.

Car Salesmen Tip Three: How to Conduct a Proper Investigation Actually listen to your customer and make sure you hear what they are saying. A prime mistake made in investigation is assuming you understand what they are saying. Take the time to make sure you hear them correctly. Also, sit back and watch them. Take note of where they pause and why. Use this information to tailor your sale pitch to them. Question your customer to further narrow down their car choice. That is all it takes!

Taking the time to do a proper investigation will have a positive impact on your bottom line. Build a relationship, watch, listen and parlay these things into a closed deal.