Check out Kimberly Roselle's latest blog as she talks all about how your body language can or cannot help you make that sale!

The human body is capable of so many incredible things. Recently I watched a TV show called Lie to Me. It reminded me of how I used to try and watch actors on stage to see if their “true selves” could be seen or if they could fully embody the character. Most people are capable of lying with their words, but not with their body language. So, what does this have to do with sales?

Without realizing, your body language might be sending the wrong signals. You might be communicating mistrust or offending your potential customers without meaning to. If you know how to use body language, you will be able to avoid sales pitfalls and convey body signals that make your customers say “yes!”

I recently found this fascinating infographic: http://dailyinfographic.com/improve-attractiveness-with-body-language-infographic

Some important take aways from this infographic are:

• Words account for only 7% of our overall effective communication
• Body language accounts for 55%

How can you apply this information to your sales technique? When a customer comes onto the lot, don’t rush out to them. First, read their body language and take your cues from them. Do they have a closed posture or are they open? Are they keeping their head down and moving quickly or are they looking about and lingering over vehicles? Understanding your customers’ unspoken signs can go a long way to helping you build trust and a positive relationship with them.

In the first four seconds, people will make judgments about you and will subconsciously decide:

• I will (or will not) buy from this person.
• I will (or will not) like this person.
• I find this person kind (or not).
• I find this person intelligent (or not).

As you approach your customer they are also unconsciously reading your body language. Are you standing tall? Do you look them in the eye? Is your smile genuine? Be aware of yourself. While you can’t lie with your body, you can project the confidence and friendliness the majority of customers are looking for while shopping.

Check out Kimberly Roselle's latest blog as she talks all about how your body language can or cannot help you make that sale!

The human body is capable of so many incredible things. Recently I watched a TV show called Lie to Me. It reminded me of how I used to try and watch actors on stage to see if their “true selves” could be seen or if they could fully embody the character. Most people are capable of lying with their words, but not with their body language. So, what does this have to do with sales?

Without realizing, your body language might be sending the wrong signals. You might be communicating mistrust or offending your potential customers without meaning to. If you know how to use body language, you will be able to avoid sales pitfalls and convey body signals that make your customers say “yes!”

I recently found this fascinating infographic: http://dailyinfographic.com/improve-attractiveness-with-body-language-infographic

Some important take aways from this infographic are:

• Words account for only 7% of our overall effective communication
• Body language accounts for 55%

How can you apply this information to your sales technique? When a customer comes onto the lot, don’t rush out to them. First, read their body language and take your cues from them. Do they have a closed posture or are they open? Are they keeping their head down and moving quickly or are they looking about and lingering over vehicles? Understanding your customers’ unspoken signs can go a long way to helping you build trust and a positive relationship with them.

In the first four seconds, people will make judgments about you and will subconsciously decide:

• I will (or will not) buy from this person.
• I will (or will not) like this person.
• I find this person kind (or not).
• I find this person intelligent (or not).

As you approach your customer they are also unconsciously reading your body language. Are you standing tall? Do you look them in the eye? Is your smile genuine? Be aware of yourself. While you can’t lie with your body, you can project the confidence and friendliness the majority of customers are looking for while shopping.

Check out this great blog by our head of Human Resources Kimberly Roselle, as she talks all about the importance speech plays in making the sale.

Enunciate, Articulate, and SPIT IT OUT! This is what the director used to say to me, when I was in the theatre. This was the best advice I have been given. When it comes to marketing it is not just about what you are saying but how you say it.

Imagine walking on to a lot and the sales person comes over to you and is slurring their words. Will you trust them? Will you keep listening to them? Most likely the answer is no.  You can expound till you are blue in the face on the many virtues of a vehicle, but if your tone is monotone and you lack inflection the customer will tune you out and move on. Perhaps a salesperson approaches a customer, and every other word is “like” or “you know”, the first thoughts generally will be “no I don’t know that is why I am here” or “I’m not sure if I like it that’s why I am here”.  This means that the customer has ceased listening to the details.

How do we Enunciate, Articulate, and SPIT IT OUT? Practice, Practice, Practice! Not too mention knowing your vehicles. Take a few minutes and out loud go over all of the details you would point out to a customer. Then do it again.  What words are you stressing? What features should you place emphasis on? Are there any words you have trouble pronouncing? This is not a speech to memorize but knowledge that you can use to educate your customers.

A customer will not want to purchase from someone who doesn’t sound like they know what they are talking about, so take the time to practice what you are saying. Make sure you sound not only knowledgeable but are informative enough to be able to engage with your customers. If you sound like an authority they’ll believe you are an authority, helping you make the sale.

Check out this great blog by our head of Human Resources Kimberly Roselle, as she talks all about the importance speech plays in making the sale.

Enunciate, Articulate, and SPIT IT OUT! This is what the director used to say to me, when I was in the theatre. This was the best advice I have been given. When it comes to marketing it is not just about what you are saying but how you say it.

Imagine walking on to a lot and the sales person comes over to you and is slurring their words. Will you trust them? Will you keep listening to them? Most likely the answer is no.  You can expound till you are blue in the face on the many virtues of a vehicle, but if your tone is monotone and you lack inflection the customer will tune you out and move on. Perhaps a salesperson approaches a customer, and every other word is “like” or “you know”, the first thoughts generally will be “no I don’t know that is why I am here” or “I’m not sure if I like it that’s why I am here”.  This means that the customer has ceased listening to the details.

How do we Enunciate, Articulate, and SPIT IT OUT? Practice, Practice, Practice! Not too mention knowing your vehicles. Take a few minutes and out loud go over all of the details you would point out to a customer. Then do it again.  What words are you stressing? What features should you place emphasis on? Are there any words you have trouble pronouncing? This is not a speech to memorize but knowledge that you can use to educate your customers.

A customer will not want to purchase from someone who doesn’t sound like they know what they are talking about, so take the time to practice what you are saying. Make sure you sound not only knowledgeable but are informative enough to be able to engage with your customers. If you sound like an authority they’ll believe you are an authority, helping you make the sale.

What features do you promote when trying to sell a car? Even with the large amount of automotive information available on the Internet, many people still purchase new cars within only a few days of making the decision to buy. What is the single most important thing to promote to a consumer interested in purchasing? Here are some insightful tips you may want to expose your customer to when trying to help seal the deal.

• Styling – I feel it’s very important for you to understand your customer’s vehicle style. What does the vehicle say about them? Are they looking for a family car with a lot of storage space to take cross country trips, or maybe an open top convertible to cruise down by the shoreline. The possibilities are endless, but narrowing down the shopping list gives you a better idea of the inventory you might want to show them to during the limited time spent on your lot.

• Safety Features - Safety plays a significant role to consumers when choosing the right car for them. Many people want a safe and reliable vehicle that they can trust to keep both them and their families safe on the road. For the safety-conscious shopper, try showing vehicles that rank high on the top safety pick list, and explaining the reasons behind it.

• Fuel Economy – Many of us just want to save money! To a lot of consumers, finding a car that offers great fuel efficiency is key. Finding out if your customer drives excessively is important to know. With that information you would be able to introduce them to particular cars that helps stretch their MPG.

• Cost – When consumers consider a new vehicle for purchase, the lines of affordability can easily become blurred due to the varied financing options available. A wise buyer shops for a new vehicle based upon what he or she can truly afford. Many if not all of us search for the lowest possible prices available to get yourself from point “A” to point “B”. But, there are also those of us who want a good price, but are willing to pay for quality. The key is to find out what your customers budget is; this will eliminate their fantasy from reality.

Does your dealership have a sales team that can help customers get the information they are seeking?

What features do you promote when trying to sell a car? Even with the large amount of automotive information available on the Internet, many people still purchase new cars within only a few days of making the decision to buy. What is the single most important thing to promote to a consumer interested in purchasing? Here are some insightful tips you may want to expose your customer to when trying to help seal the deal.

• Styling – I feel it’s very important for you to understand your customer’s vehicle style. What does the vehicle say about them? Are they looking for a family car with a lot of storage space to take cross country trips, or maybe an open top convertible to cruise down by the shoreline. The possibilities are endless, but narrowing down the shopping list gives you a better idea of the inventory you might want to show them to during the limited time spent on your lot.

• Safety Features - Safety plays a significant role to consumers when choosing the right car for them. Many people want a safe and reliable vehicle that they can trust to keep both them and their families safe on the road. For the safety-conscious shopper, try showing vehicles that rank high on the top safety pick list, and explaining the reasons behind it.

• Fuel Economy – Many of us just want to save money! To a lot of consumers, finding a car that offers great fuel efficiency is key. Finding out if your customer drives excessively is important to know. With that information you would be able to introduce them to particular cars that helps stretch their MPG.

• Cost – When consumers consider a new vehicle for purchase, the lines of affordability can easily become blurred due to the varied financing options available. A wise buyer shops for a new vehicle based upon what he or she can truly afford. Many if not all of us search for the lowest possible prices available to get yourself from point “A” to point “B”. But, there are also those of us who want a good price, but are willing to pay for quality. The key is to find out what your customers budget is; this will eliminate their fantasy from reality.

Does your dealership have a sales team that can help customers get the information they are seeking?