Salespeople are great talkers, but you want to make sure that you’re not dominating the conversation with a customer. You will learn a lot of important information about your customer by letting them do the talking. That doesn’t mean just nodding your head will they continue to talk. Repeat important info to them, ask relevant questions, and summarize parts that they’ve said.

Body language can tell you a lot about a customer. You may be showing them a vehicle and they could be saying one thing, but their body language is saying the opposite. Pay attention to your own body language as well. If you aren’t looking your customer in the eye or if you sway and cross your arms while standing still, this can make you look less confident than you really are.

Pay attention to how your customer speaks so you can match them. This doesn’t mean imitating them, but if your customer is quieter and doesn’t speak too fast, try to keep your tone and volume the same as theirs to make them feel comfortable. If your customer is high-energy and cracking jokes while you sell to them, do your best to match them and add extra value to their buying experience!

Your customer is trusting you because you’re supposed to be an expert in your field, so you want to explain your knowledge in a way that they will understand. Sharing your expertise in layman’s terms will keep you from sharing too much and seeming condescending.

Be curious about new customers. You don’t have you go into your whole pitch with every single customer, but instead, ask relevant and genuine questions to find out what they need.

As a salesperson, you need to share information honestly. Don’t make up answers for questions you don’t know. Tell the customer you don’t know, and then find out the answer for them as quickly as you can.