Whether you work for a car sales company or you have your own
vehicle(s) to sell, you may want to know the tips that help one be
successful in this matter. You will get to sell cars quicker and
easier if you understand and apply the following:
1. Be careful whom you learn from
You’re probably very tempted to learn a few tricks at dealerships or
from other so-called season salespeople. The problem here is that
these could be negative ones or use outdated strategies. Some people
don’t really have the skill they need, they just apply certain
techniques that they believe would work. It may even happen that
salespeople don’t fell like giving you the good advice because they
don’t want you to compete with them.
2. Use a friendly greeting
However you may be dealing with your clients – in person, on the
phone or over the Internet, for example as customer service staff at
a car
supermarket, you need to let go of any old,
standard formulas you might be using. These always trigger a negative
response from customers because they know what to expect. For
example, don’t offer to help as soon as they come in. Don’t ask,
“What can I do for you?”. This is immediately followed by a
negative reaction. You simply have to welcome them without having any
expectations, a trick which creates a relaxed and friendly
atmosphere. “Hello, welcome to our store! I am John” is enough of
friendly greeting and doesn’t prompt customers to a negative feeling
or answer.
3. A test drive tip
You cannot miss this opportunity. Don’t let your customer do the test
drive alone. You will look very professional since you want to see
how this foes. Besides, you get to see what exactly is the driver
interested in, what excites them and what lets them down. You can
then play up the strengths of the car and insist on the
compatibility. Also, you will not leave any of their questions
unanswered. The conversation that can take place during a test drive
is extremely important. Make the customer feel at ease; after all,
they may feel nervous about trying a new car and will probably need
some assistance. However, should they refuse your presence, do not
insist.
4. Pre-qualifying clients
The best you can do is to let the bank take that decision. You won’t
know the credit score of the client so you can’t figure out whether
they can qualify for finance or not. To tell them they are
pre-qualified means giving them false hope or even setting them up
for a terrible deceit. Also, don’t try to guess how they handle their
finances based on their appearance or education.
These may sound like very simple tips, yet you still have to build
your own strategy around them. Just remember to be friendly and to
insist on presenting the benefits of owning the car, not on paying
the price and closing the deal.
