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.
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.
How?
Most sales transactions happen in four common steps. Once you recognize and familiarize yourself with these steps, then selling to the customer as if you were the customer becomes easier. Let's look at them.
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: The next step is determining whether or not there is even the possibility of purchasing from you as the car salesperson.
Is the customer able to understand how the automotive sales business functions? What authority you have as the salesperson to help them get into the vehicle? Whether or not the salesperson is listening to what you want. Ahthat's the big one right there. Are you listening to what your customer is asking for. You wouldn't like it if a salesperson didn't listen to you and tried to sell you something you didn't want. You'd walk away. Don't chase your customer away. Listen to them instead.
Step 3: Determine if this is a good opportunity.
When you put yourself into the customer's shoes and look at the sales agreement and commitment you need to determine if this is a good buying opportunity. Price is a major factor in whether or not the customer will ultimately buy from you so engaging them in conversation about how they are feeling about the sale is a good way to easing any worried they may have and allow you to show them how this purchase will beneficial to them at that point in time.
Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you'll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you're their final answer.
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.
How?
Most sales transactions happen in four common steps. Once you recognize and familiarize yourself with these steps, then selling to the customer as if you were the customer becomes easier. Let's look at them.
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: The next step is determining whether or not there is even the possibility of purchasing from you as the car salesperson.
Is the customer able to understand how the automotive sales business functions? What authority you have as the salesperson to help them get into the vehicle? Whether or not the salesperson is listening to what you want. Ahthat's the big one right there. Are you listening to what your customer is asking for. You wouldn't like it if a salesperson didn't listen to you and tried to sell you something you didn't want. You'd walk away. Don't chase your customer away. Listen to them instead.
Step 3: Determine if this is a good opportunity.
When you put yourself into the customer's shoes and look at the sales agreement and commitment you need to determine if this is a good buying opportunity. Price is a major factor in whether or not the customer will ultimately buy from you so engaging them in conversation about how they are feeling about the sale is a good way to easing any worried they may have and allow you to show them how this purchase will beneficial to them at that point in time.
Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you'll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you're their final answer.
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.
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