Here's some car salesman training for you to think about: the next time you go into a store to purchase something as a customer, think about how the salesperson is working for you and then think about how you would like to be treated by that person. You want to be treated like an individual by someone who is knowledgeable about their product and who can make the right recommendations based on your needs and not one what they want to sell you to meet their needs.
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?
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: 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: 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: 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. - 16759
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?
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: 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: 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: 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. - 16759
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Get 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.
