Car Sales Training: Sell Like You are The Customer
Have you ever tried to sell cars from the customer’s point of view? Think about it for a moment. When you go into the store to purchase an item, how does the salesperson treat you? Are they there to work for you or are they there to simply make the sale? The way you want to be treated by a knowledgeable salesperson that can make recommendation based on what you need and want is the type of salesperson we all look for.
With that in mind, ask yourself if you are selling a car to a customer based on their perspective as the buyer and not as the seller. If you answered no to that statement, then you need to think about your current selling strategy and put it into perspective. If you sell a car to someone by being the customer, you will be able to look at everything from their point of view and get a better understanding of their needs and wants.
How?
Let’s take a look at the four steps most customers – including yourself – take when they go to buy an item.
Step 1: The relationship between the salesperson and the customer must be established.
This is not optional. You must build up a rapport with your customer before you can sell them a vehicle. If the relationship is a strong one with trust developed through conversation, then you will sell them the car that they need and want and not one that will not meet their needs.
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: Give the customer time to decide on the course of action that is right for them. Don’t be pushy. They will come to you with their final answer.
Filed under: Sales