Whether you’re looking to sell your own car or you just landed a car sales job at a dealership, it’s important that you keep in mind what the prospective buyer wants and needs. There are many used car sales specialists with everything has to be about your customer. Your focus should be to do everything possible to satisfy the customer. Social interaction seems to be dwindling in today’s digital world. A low price doesn’t guarantee a sale today since the customer has nearly the specs and details of every comparable vehicle within 1,500 miles at their fingertips. So, how do you succeed in selling that car in your yard?
Get the Customer’s Name and Remember It
As mentioned, let everything be about the customer. Don’t be bothered about making sure prospective buyers remember your name. Your focus should be to give all your attention to the customer. Learn your customer’s name and use it in a natural way during the conversation. Everyone wants to feel they matter, which is why you should know your customers and prospects by name. Make sure you use your customer’s name when making phone calls, sending emails, or having in-person conversions. This makes them feel significant and shows you’re interested in a relationship rather than just closing the sale.
Take Time to Study
Everyone can access the information they want from anywhere, any time. Customers are more informed and equipped today than ever before. The fact that you know a little information and details about car models shouldn’t make you think you know everything. Remember, customers have access to the same resources and reports you do right from their mobile devices. As a sales professional, you have no option than to adapt and position yourself on a higher ground. You must be able to answer all the questions your customers may have, without any contradictions. There’s no better way to prepare yourself as a car salesperson than studying up!
Listen more than you talk
If you’re looking to become a great car salesperson, you should be able to listen more. As mentioned, everything has to be about the prospective buyer or customer. Listen to your prospects and customers more than you speak. Ask them questions that elicit a positive response. Actively listening to what they are telling you will create a better understanding and relationship between you and the customer even as you get them what they want.
Be Patient, Not Pushy
It’s not uncommon for salespersons to want to make the sale in the shortest time possible. What they don’t realize is, be becoming pushy, the prospective buyer feels pressured and decides to walk away. Remember a car is a big investment and anyone looking to buy one won’t be quick to make a decision. Be patient as you engage your customers. Give them space to ask questions and provide them with the support they need.
Don’t Say Negative Things about Other Dealerships in your area
You never win a deal by painting a bad image about your competitors. It’s important that you know your car inventory inside and out. That’s why you must study. You’ll meet customers who will want to share bad experiences they had with another car dealership. Well, that isn’t a direct ticket to add to that conversation. Fight the urge to say anything negative about the dealership. Appreciate the fact that they are able to share their experiences and acknowledge their feelings. However, you should remain focused on promoting your brand and answering any questions they might have about your inventory.…