Car Sales Process Flowchart (Well-detailed Explanation!)

Last Updated on December 26, 2022 by Leepu Da Maxim

A car sales process flowchart consists of nine sections: lead generation, introduction, information gathering, part-exchange appraisal, test drive, funding, third-party involvement, negotiation, and finally the closer of the deal.

Key Takeaways

  • If you want to sell a car then first, you have to establish an excellent connection with the potential customer
  • If a customer shows interest to buy your car then you should ask questions to understand their needs and preferences
  • You can offer a test drive to the potential customer to help them get a feel for the car
  • While selling a car, you must negotiate the price of the car and any additional features or services to avoid future problems
  • If the customer decides to purchase the car then make a purchase agreement that outlines the price, financing terms, and any additional fees or charges for this particular deal

Car Sales Process Flowchart

StepsImportant events
1Lead Generation
3Information gathering
4Part-exchange appraisal
5The test drive
6Funding solutions
7Third-party involvement
9The close

Car Sales Process

Car Sales Process

Lead Generation

In this case, it is the initial and important step to provide an excellent image to the client. The customer will be received by the salesperson who should be efficiently trained to do so. The salesman must offer a big smile and a friendly handshake.

In this way, it will be much easier to establish an excellent connection between both people. At the same time, this is the best time for the salesperson to detect some of the characteristics of the customer.

When the salesperson detects a lack of confidence or shyness, he or she can use these factors to his or her advantage during the sales process. Beyond that, it is only the first step and first impressions.


During the introduction, the seller should choose his words very efficiently. To begin with, the seller must offer his business card and disclose his name clearly and firmly. Also, it is very important to maintain eye contact at all times, while the salesperson offers the customer a comfortable seat.

In this case, this is an excellent opportunity for the salesperson to gain power over the situation and the conversation. In the meantime, it is also important to detect what the customer’s real needs are.

A customer will not be looking for the same vehicle if he wants comfort or if he is looking for luxury. By observing this, the seller can offer him the right car.

Information Gathering

After the introduction has taken place, then the salesperson must collect certain information from the customer. By doing this, then the salesman can get every important detail, which serves him to know the customer and his profile more deeply. In turn, some data is necessary to enter the customer into the database.

Some of them are the phone number, address, full name, and e-mail address. Also, this is the exact moment when a salesperson must efficiently qualify what the client’s needs or wants are. So, some useful questions are:

1. Are you looking for a five-door or three-door vehicle?

2. What type of engine do you want for your vehicle?

3. How often do you want to use your vehicle?

4. Have you owned a vehicle before, how many?

5. How much money do you have for the purchase of a vehicle?

6. Have you seen a model and color that you like?

Each of these questions will help form a complete customer profile. After that, the seller will be able to offer a certain car more efficiently and convincingly.

Part-Exchange Appraisal

From this point on, a seller should have already collected all the information necessary to complete the sales process. In turn, a salesperson can use all this data and show new information to the customer. Besides, it is not recommended that a salesperson asks about the budget of the customer or how much money he wants to spend.

Also, a seller should provide all information that is relevant to the customer about a certain vehicle. The customer should already have selected a vehicle from those available. Once this happens, then a salesperson should request the valuation of a vehicle from the manager.

The Test Drive

Of course, I couldn’t miss the test drive for the client. By doing this, a salesman will be getting two different benefits. On the one hand, the customer will be getting to know the best details of a vehicle more convincingly. On the other hand, and more importantly, a salesperson will be creating a desire to buy the car from the customer.

Therefore, during the test drive, the salesperson should ask a set of questions must be asked from the customer. The test drive takes no more than about 20 minutes, which is more than enough time for these little tricks. Some useful questions are:

1. How do you feel about driving this vehicle?

2. Is the seat comfortable for you?

3. Do you feel the power of the engine?

4. Do you like the visibility you have here?

5. Is the driving level smooth?

When a salesperson asks affirmative questions, they can usually get positive answers. This, in turn, is one of the most useful ways to create a strong feeling of desire. So, when this step is built efficiently, the customer will continue to buy the vehicle.

Funding Solutions

Once the test drive is over, then a seller must offer different forms of financing. Here, it is simply a matter of providing a set of solutions to the customer to further facilitate the purchase of the vehicle. Here, it is a good time to try a successful closing. Some effective questions to ask are:

Do you want to leave a deposit for this vehicle?

How much do you want to pay per month when you finance this vehicle?

This is also a good opportunity to provide various insurances and protections that increase the value of the sale. Besides, a seller should be aware of the customer’s objections so that they can be challenged.

Third-Party Involvement

To secure the sales process, then a salesperson must inform the manager about the steps that have been taken so far. Here, the manager may be able to provide some support and help for the seller to close the sale process. Usually, this involves acquiring additional information to be able to refute the various objections of the customer. The concrete objective is therefore to close the sale at that point.


On top of that, the negotiation process is necessary to reconcile the interests of the client and the seller. The client should already know what the different concepts and costs of the final price are.

Once this happens, then the client should select the form of payment, as well as the financing. So, the negotiation ends when the customer and the seller agree on the final figures for the vehicle.

The Close

Finally, to reach the closing, both the client and the seller must agree to the previous negotiation. So, when this happens, then the client will be willing to make the purchase. To do this, the customer must be completely satisfied with the vehicle he’s buying.

So, for the closing to be established effectively, then the customer must sign the purchase order and deposit money. Also, both parties must agree on the pick-up point of the vehicle.