Selling cars is one of the biggest challenges for any salesperson: it takes knowledge, persuasion and a lot of patience to work at a dealership. However, all these qualities are trained, studied and turn car sales into a science that if worked every day can be successful for anyone.
In this note we are going to tell you some sales tips that will help you overcome that barrier between a query and a conversion (sale). Dealership needs to use software to keep track of information. Here you can take a look at the best dealership software.
All ready? Let's put first.
There is a very marked tendency among people who decide to buy a car: sellers only want to sell. What is behind this negative perception? It is a bit about being the hinge between the generation that only bought in person and the generation that buys online; and another bit is that buying a car is not buying a t-shirt.
One of the first challenges as a car salesman is to transform that image into something positive for the customer. It is important that you know the product you are selling, and it is also important that you listen to what your potential client has to tell you. The sale is listening, conversation and agreement.
How to work a contact that arrives cold?
The concept "cold" means to get in touch with potential customers who do not know us. This is a first contact, online or face-to-face, and you will need the best of us to break the ice and begin to warm it up.
What can we do?
Ask the customer about his need. If you are really interested in making a sale, it is key that you know what your client needs. A good way to approach it cold is to have a pre-assembled list of questions that can help you know what your client is looking for.
Be natural and friendly
Your client is not one more, talk from human to human. Nobody likes standardized and depersonalized conversations. For online calls, it is important that you know that you may be interrupting something important, asking if it is a good time to talk is an excellent strategy, since coordinating a new call is an opportunity, on the other hand, if the client cuts off, it will be a lost prospect.
Do not forget to leave the record of everything your client needs. Look at these tips to have a better treatment of the leads that come to your dealership.
How to handle the frustration of calling many clients that do not bring good results?
Do not take it personally. The "NO" is part of the sales. Whether in the sale of cars or in any product, there will always be processes with a negative outcome. It is part of the nature of selling and it is important that you keep that in mind. If you feel that you have a very high level of rejection, perhaps it would be good to analyze if you are targeting the right audience for your product or if you should adjust something in your sales pitch. Anyway, rejection is always part of the game.
Take a deep breath and start again
There is no use downloading you with a client who decides to tell you “NO”. Receiving a negative response will undoubtedly generate discomfort and frustration, but that should not overshadow the rest of your day. If you feel that frustration invades your emotions in the long term, try to focus on some action or activity that frees your mind and helps you turn the page to start again.
Turn the negative into positive
Selling is a challenge, selling is learning. Take your obstacles as allies to grow, strengthen your strategy where necessary. I asked for help. Each attempt is a new opportunity to demonstrate your knowledge, your learning and your ability as a seller.
How to Refute Objections in the sale?
The rate of effectiveness in the sale is 64% for those sellers who know how to understand the objections of their clients and manage to refute them. For this it is important to take into account some points that can help you.
Anticipate potential questions or objections
If you were the customer, what arguments would you use not to buy? What part of the proposal might you not like? Putting yourself in their shoes will make you see their fears and queries more clearly.
Know your product thoroughly
Study thoroughly the details of the product you sell, its weaknesses and strengths. That way you can confidently respond to any concern that may arise from your potential client.
keep active listening
Empathize with what your prospect is telling you. Never superimpose your speech on the client's objection. Being understanding and open to dialogue is a great opportunity. For example, a very good strategy is to ask them about their concerns, their fears or how we could improve the service or product.
How to capture the interest of a client who consulted several sites at the same time?
Be clear about your added value
What sets you apart from other sellers? What added value does your product have? (Personalized attention is an added value, for example). Answering these questions will make you stand out from other colleagues.
Will build trust
Don't go around unnecessary. I made a quick and concrete presentation. Listen and clearly answer the questions of your leads. Personalize the sale (put TIP 1 into practice). In a paradigm where the user is used to talking to robots, it is important to provide a personalized and customer-centric service.
Integrate all queries in a single platform
We know that selling is not a certain science, dealing with potential clients is demanding and complicated. But if you apply these tips and rely on software to centralize the monitoring of each client, you will be able to keep your prospects up to date and capitalize on opportunities.
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