Car Sales Training: Take A Walk On The Customers Side
One effective method of selling a car is understanding how the customer and salesperson relationship works. You have bought plenty of items for yourself over the years and one auto salesperson technique that you can use to sell is by taking a walk in the customer's shoes. By putting yourself in your customer's position, you can easily understand how an auto salesperson that pays attention to their customers needs can make a successful sale every time they engage a new client.
Once you considered this, think about how you as the car salesperson treat your customers and then ask yourself, 'Am I selling them this car based on their perspective as a customer?' If you answer no to that question, then you may want to reevaluate your current sales strategy. Putting your feet in your customer's shoes - and we don't mean literally - will go a long way to understanding how to approach and work with your customers to get them into the vehicle they want and close the sale.
It only takes four steps to do
Here are the four steps that you should consider when selling a car to a customer. They are very basic and apply to every sales situation in the world.
Step 1: The relationship between the salesperson and the customer must be established.
Unless you and your customer develop some form of relationship, then more than likely the sale is not going to happen, even is you can sweet talk the devil into buying an air conditioner. The more powerful the relationship between you the car salesperson and your customer, the more likely a sale is going to be made. You want to develop trust between you and your customer so that they know you are not trying to sell them a car they don't want.
Step 2: Look at the sales possibilities.
As an auto salesperson, you have to determine whether or not there is even a possibility of the customer understanding enough about the automotive business to make a decision to proceed with the sale. Can you adequately help them understand how the sales process works? Can you help them get into the vehicle they want? Are you listening to their needs? If you're not listening, they are going to go somewhere else.
Step 3: As a car salesperson you now need to decide from the customer's point of view whether or not they think buying a car from you is a good opportunity.
They are weighing the pros and cons of buying a car with the biggest consideration being price. Talk to them about what they thinking, how they are feeling. Listen to their concerns before putting any form of offer on the table that may alleviate some of the concerns they have. You'd want a salesperson to do the same for you.
Step 4: The course of action.
Let the customer have time to decide on the course of action they want to take. Don't be pushy because you'll lose the sale. Let them decide on their own and listen with an open mind at the concerns so they can make an informed decision. - 2368
Once you considered this, think about how you as the car salesperson treat your customers and then ask yourself, 'Am I selling them this car based on their perspective as a customer?' If you answer no to that question, then you may want to reevaluate your current sales strategy. Putting your feet in your customer's shoes - and we don't mean literally - will go a long way to understanding how to approach and work with your customers to get them into the vehicle they want and close the sale.
It only takes four steps to do
Here are the four steps that you should consider when selling a car to a customer. They are very basic and apply to every sales situation in the world.
Step 1: The relationship between the salesperson and the customer must be established.
Unless you and your customer develop some form of relationship, then more than likely the sale is not going to happen, even is you can sweet talk the devil into buying an air conditioner. The more powerful the relationship between you the car salesperson and your customer, the more likely a sale is going to be made. You want to develop trust between you and your customer so that they know you are not trying to sell them a car they don't want.
Step 2: Look at the sales possibilities.
As an auto salesperson, you have to determine whether or not there is even a possibility of the customer understanding enough about the automotive business to make a decision to proceed with the sale. Can you adequately help them understand how the sales process works? Can you help them get into the vehicle they want? Are you listening to their needs? If you're not listening, they are going to go somewhere else.
Step 3: As a car salesperson you now need to decide from the customer's point of view whether or not they think buying a car from you is a good opportunity.
They are weighing the pros and cons of buying a car with the biggest consideration being price. Talk to them about what they thinking, how they are feeling. Listen to their concerns before putting any form of offer on the table that may alleviate some of the concerns they have. You'd want a salesperson to do the same for you.
Step 4: The course of action.
Let the customer have time to decide on the course of action they want to take. Don't be pushy because you'll lose the sale. Let them decide on their own and listen with an open mind at the concerns so they can make an informed decision. - 2368
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Receive his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
posted by Frank Potter at 5:52 AM
0 Comments:
Post a Comment
<< Home