Car shoppers today are smarter because of the information provided by digital technology via the internet or online. Review sites are now accessible, as well as online marketplaces and search engines, helping car buyers to make the best decision. Many factors can influence the sales process, including the performance and features of the car, make and model, and financial capability or loan among others. The success of a car sale relies on your knowledge, skills, and attitude towards your customers.
Canandaigua car dealers offer expert tips to make a successful car sale, so continue reading below.
Treat Each Customer Unique and Special
If you want to increase your chances of closing more deals, you should learn how to treat a customer uniquely. Every major car dealership, such as Nissan at www.visionnissancanandaigua.com/ , knows the importance of treating a customer right.
Here are some helpful tips to help you make your client more special:
- Show willingness to listen and answer all the customer’s questions no matter how funny or irrelevant it is. Verbal and non-verbal communication, such as nodding and saying ‘yes’ when combined make a powerful impact on the customer.
- Address the customer by name and don’t forget it. When you’re on sales, you’ve got to remember the names. Use the name of the person throughout the conversation to avoid forgetting it, but avoid overdoing it. Once the customer leaves, take your smartphone or notebook and write it down as your potential prospect along with the other contact details.
- If the customer doesn’t find any car pleasing at this time, don’t show signs of dismay, frustration, or unhappiness. Instead, offer help by getting the person’s contact number so you can provide other options the next time. Don’t forget to follow-up with your manufacturer or car stock supplier about the availability of your customer’s request.
Build Trust and Rapport
Customers know that you’ll do everything to make a sale. You’ll be super nice and pleasant to make a good impression. That’s why you should establish trust and rapport first before pitching your sales speech or statements. Don’t overwhelm your prospects with your selling points or you’ll end up losing the sale.
Here are some helpful tips for building rapport with your car buyer:
- After the greeting or introduction, ask where the customer is from, the job, hobbies, or interests.
- Allow the person to show signs of comfort or relaxed body language because going in-depth on the sales process.
- Once the customer is relaxed, use transition statements. For instance, if the prospect loves camping or hiking, use this fact as a starting point when selling a car.
- Proactively offer financial options, like in-house car loan.
Ask Relevant Questions
You probably have an idea of how to present the best features and specs of a particular car model or brand. Asking relevant questions according to the customer’s needs and preferences should be done correctly. However, the right timing when asking questions also plays a vital role in attaining a successful sale.
Here are some important questions you need to ask a prospective car buyer:
- Are you looking for a family car or a compact vehicle for one to two passenger use?
- Do you have any specific feature or specs requirements for a car?
- What price range are you considering?
Note: Always present the features and benefits of a car according to the customer’s intended use, lifestyle, and driving preference. For instance, if child safety is a major concern, you can upsell the safety features of a vehicle, such as a pedestrian alert add-on.
Never Interrupt When the Customer Is Talking
Salespeople are energetic and always excited to make a sale. However, one of the most common mistakes salespeople commit is over-talking or interrupting customers in the middle of your conversation.
Here are some helpful tips to ensure proper communication:
- Don’t fill up any conversational pause with another question or sales statement. Doing so may only risk cutting off what the other person is saying, or the customer might still have something to say.
- Show the customer that you’re listening and thinking before uttering a word by pausing. It only shows that you’re trying to analyze what the customer is trying to say sincerely.
- Don’t talk too much on the test drive because it may distract the person from creating valuable thoughts or accurately observe the performance of the vehicle, which may hinder a successful sale.
One thing a salesman needs to keep in mind is to put oneself in the shoes of the customer. If you’re the customer, you want to get an honest explanation of the car’s features and specs than making too-good-to-be-true promises or claims. A customer would know if you’re only patronizing to make a sale. Focus on the prospect’s verbal and non-verbal cues than overwhelming the person with too much information.