Automotive sales trainingtips to building rapport by Mak Why can't car salespeople take the time to build rapport?To earn professional wages in the car business, you must stop from meeting the customer and trying to close right away. And the worst part about it is, using price as your closingtool. Closing on price might sell you a few cars but it limites your earning potential toearn as a professional car salesperson.Getting the customer to like you is key to grossing high per deal and closing the sale. Youmust get the customer to like you if you want to make real money in the car business. Sowhy not slow down and build rapport and get to know the customer? What this will allowyou to do is gain control of the sales process. Building rapport will slow things down andallow you to smoothly follow the basic step to a sale.Look it's not a big secret that the customer came into your dealership interested in purchasing a vehicle. And this shouldn't be a surprise to you either that you're there to sellthem one. So slow things down and ease that tension away from the customer by buildingrapport. People hate being sold to. So make them feel as if they are here to own a vehiclerather then you are there to sell them one.If you've been selling cars for a bit now then you know people don't like being sold to. Sostart by asking tons of open-ended questions to make them feel comfortable and at easethrough the entire process. Break the ice as quickly as possible. Ask them questions suchas:What do you do for fun?Do you have any kids?The idea is to slow things down and get off topic and talk about something else other thanselling them a car. This is called building rapport and it's the easiest way to make thecustomer feel comfortable. Now don't just build rapport, qualify at the same time.Building rapport and qualifying should be done side by side. If you do these 2 things thenyou ease the tension and at the same time figure out what vehicle to present to thecustomer when it comes down to showing them a car. It will also save you time and helpyou close the sale.Is there a time frame as to how long is should take to build rapport?There really is no set time. The correct answer would be as long as it takes. You can gothrough the basic steps and still keep building rapport, as long as you have control over the conversation you should be okay.