When a customer enters your lot and you greet them I can pretty much guarantee they will tell you they are “just looking” even though they are in need of your service.
What they are doing is a natural human reaction we all do when we are shopping. I do this myself, even though that was exactly what I wanted, was a professional who knows the product to help me. When a customer goes into a dealership to buy a car, there is a good chance they are nervous. They have done a lot of online research, talked to family and friends and searched the Sunday paper for deals. If they don’t have a “car guy” and one was not highly recommended by family and friends, then they are praying they get a good one.
I can remember in my 11 years of selling numerous customers after they bought stating,”we sure are lucky we got you.” This is flattering and a confidence builder to you as a salesperson, and a real convenience as a customer to have someone ask the right questions and deliver what they said they would. Remember people are going to buy from people they like and trust. Your job is to get them to like and trust you during the rapport/relationship building process.
I have stated over and over, build a solid relationship on trust is key to selling anything, especially cars. Ask the right questions, listen twice as much as you talk, and ease them into a vehicle that fits their needs. Do this quickly and effectively, you do not want them over thinking things when the emotion to buy is gone.
Create Positive Customer Feelings with Key Words
Our emotions are based on how situations and words create feelings inside of us. You need to keep the situation progressing forward with few hiccups, and obstacles to the buyer. You need to keep the positive emotions up by saying the right words, in the right context, at the right time to the buyer. Keep the situation flowing forward in a positive way by using the right words to overcome the words and questions the customers are going to ask.
These are the words customers are going to ask and this is the most common order they will ask them. Know they are coming, and overcome them in a positive way that builds trust to you, your knowledge of your product, and a genuine concern for what the customer is trying to accomplish, and helping them accomplish this.
Car Buying Customers Favorite Words
Me
Want
Can
I
Have
Need
Look
Shop
Around
Service
Because
Why
How Come
Waiting
Trade In
Time
Price
Payment
Trustworthy
You
When
Today
Thank You
Know these words are coming, in this similar order and overcome them in a professional way. Your customer wants to buy from you, when they like and trust you. It is your job to build the relationship, let them know you are trust worthy, and ask for the sale. It really is this easy.
NW&A llc
“Conquer What You Chase”
Sales Training, Motivating, and Consulting
Noel Walsh Owner, Lead Trainer, Motivator, and Consultant from Ann Arbor, Michigan
yep. thats it in a nutshell.everyone pretty much,has the same concerns.
good reminder. organization,is what you teach. smart”
Hey Noel. right on. You are like a guide on a safari…to the sale. nice work.
you define the role and responsibility from the salesperson to the client in an understandable and deliberate dialogue. well done sir
you are right. it is repititious,but you add a more poignant recipe
thanks.
Its nice how you break it down. into words,makes these steps easy to remember.
I heard about this trainer from a friend in Cinti. Oh. oops!!!! ”the rivalry” j/k
interesting info
excellent perspectives. You peak with.a wealth of experience. You have been there.
correctin (speak w’a wealth….etc.) ha-ha <<<grammar enthusiast here'
You now have posted a couple constructive pointers in this particular post, thanks to find a motivating read
I came across this internet site and found it pretty educational. Good quality job is how I see it. I hope you keep up the great work.