Automotive sales training is the one thing that we all think we have enough of until we get more. That's right no matter how good you are today, you can always become better. And once we do get a little bit better or learn a new technique it is normally pretty easy to reflect back on the deals that we have worked in the not so distant past and think, "Wow, If I had only known this last week when I was with "Mr. & Mrs __________, I probably would have sold them a car.

This is why this column will be dedicated solely to the purpose of examining different aspects and situations that occur during the process of a car deal. Each month we will look either at a new method for contending with the obstacles that we all face in the day to day process or we will brush up on old techniques regarding the automotive sales process.

I am sure every automotive salesperson reading this article has encountered the customer that came to their dealership looking for a certain vehicle, requiring specific "must have" options yet was strapped by a budget that was several hundred dollars a month away from anything that could be considered reasonable, at least considering the demands the customer is making. And after our best attempt to find them the vehicle that meets all of their requirements, in the hope that they will adjust their thinking when it comes down to their less than reasonable budget, we find that they are not flexible at all. That's right, they want a brand new, seven passenger, leather appointed, suv for $300 a month. And if we can't get it for them then they are just going to shop until they find someone who can. Or so they say. But what they will really shop for is someone who can sell them on the idea of buying something that fits their needs just as well as what they are requesting but is more in line with their budget - possibly a previously owned suv or maybe even a minivan.

That's right; they are going to buy from the first salesperson that is capable of realigning their thinking. By realigning their thinking I mean they need to be "switched". Many salespeople I witness think this means that they should go back to their customer and ask, "Hey, what about a used one?" or "What about a minivan instead of an suv?" If you have been in the business for more than a day you know that the customer normally responds by saying "No" to these two questions. Asking your customer to buy something other than what they initially asked for is at best, a feeble attempt to switch them and definitely does not exhibit any salesmanship.

At this point you need to lead your customer. You need to become a salesperson. You need to share with them the benefits in order to help them realign their thinking. Below are the steps to take if you are trying to switch your customer.

* Determine which vehicle to switch to first (preferably something that is close to what they are looking for yet more in line with their budget)

* Ask your customer to come with you for a moment (don't ask them if they would like to look at something else)
* Take them to the vehicle that you want to switch them to.
* Then present all of the benefits of the vehicle you are trying to switch them to.

By taking the extra time to actually take your customer out and show them a vehicle that suits their needs (and is in line with their budget) you will increase your chances of selling them. Once you have taken these steps to switch them from one car to another one of three things will happen.
* They will consider the vehicle you have shown them (And
hopefully buy it)

* They will reconsider their budget on the vehicle they originally expressed an interest in and hopefully increase their offer enough that you can sell them it.

* They will not consider the option you are giving them and leave without purchasing. (however you will have more to talk about on the follow up phone call)

Sure to many of you this may seem pretty basic. To me it is too. But remember that next time you want to just ask your customer to consider another vehicle rather than taking control and leading your customer to an alternative vehicle for them to purchase.

   Finding the best used cars is not as simple as looking for the biggest and flashiest advertising, or the car yard that has the most used cars for sale. There are quite a few issues that will indicate whether you are dealing with a reputable firm.

No used cars dealers can get through the trade without complying with the Used Car Rule standard set by the Federal Trade. Followed in almost all states except Maine and Wisconsin, the said ruling is deemed to be followed by all used cars dealers who are selling more than five used vehicles within 12 months.

The ultimate responsibility of used cars dealer is to post a buyer's guide that would be adjacent to the post that states 'used car for sale'. It must have a prominent posting on or inside the vehicle so the buyer could take a look and immediately notice and use it for the purpose of buying.

At the back of the guide, used cars dealers must indicate the complete name and address of the dealership, along with the contact numbers where consumers could call for possible complaints or any concern in the future. This way, used cars dealers can give confidence to the buyer and at the same time build credibility and reputation for good customer service.

The used cars dealers must fill in the buyer's guide with all the relevant information relating to the car. This is in accordance with the used car guide from the National Automobile Dealers Association. What you are likely to find are: What warranty or limited guarantee is offered with the vehicle; Any agreements that must be put into writing; The mechanical and electrical system of the vehicle; A suggestion that the buyer gets an independent inspection from a qualified mechanic before committing to the purchase.

A used car by definition is one that has been previously titled before. This covers all vehicles whether commercial or for private use, and also includes dealer's demonstrator cars and program cars. The information about the car must be displayed on the vehicle before it is advertised for sale.

Finding the best used cars online may be a little easier. Quite often the dealers organize themselves as one group where a potential buyer could actually go online thru the group's website. This is one way of easily finding the best used car dealers and the best used cars for sale that the buyer wants.

By providing the specifications of the desired car such as the model, color and price, the desired car specifications are immediately forwarded to the different members of the used car dealer networks. Those dealers that can possibly provide the requirement are contacted and linked to the buyer. This makes communication and negotiation between the buyers and used car dealers easy and efficient.

One advantage of dealing with a network of dealers is the assurance that member dealers are legitimate and do have a used cars dealers license. They are obliged to come up with the necessary documentation, paperwork, manufacture warranty, and other licenses. Finding the best used cars dealers may allow you the benefit of haggling for a lower and better price.

Naturally the buyer is more than likely going to visit the dealer in person after making the initial contact via the website. There is even in most cases still more room to negotiate prices, which is always far more successful when done in person. This is also a good time if it hasn't been done to organize the vehicle warranty or limited guarantee.