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.
Four steps of selling like you're the customer
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.
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: Decide whether or not there is even a remote possibility of getting a sale.
Help the customer understand how the process works from start to finish and listen to what they are telling you about what they are looking for. If you weren't listened to by a salesperson, you'd walk away. Listening is key to closing the deal.
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.
Four steps of selling like you're the customer
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.
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: Decide whether or not there is even a remote possibility of getting a sale.
Help the customer understand how the process works from start to finish and listen to what they are telling you about what they are looking for. If you weren't listened to by a salesperson, you'd walk away. Listening is key to closing the deal.
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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