Most car buyers today want the car buying experience to be easy and less stressful than they imagine it should be. The question which arises for a car salesman is how to make the selling process more informal and unconstraining, so that the customers were very happy with their experience and give the dealership and the car salesman only favorable reviews.
Some of the great tips and advice for car salesmen that can improve the trading process and help establishing a more confidential atmosphere while communicating with the potential buyers, are presented in this article.
To optimize the results of your salesman work:
- Talk enough, but not too much - the deciding factor in the overall satisfaction of the customer is typically the car salesman and their ability to connect with the customer. Connecting with the customer encompasses a whole host of skills, abilities and talents. The car salesman has the power to make their customer feel what they need to feel and overcome their anxiety. Earn their trust, build rapport, make a friend and earn their business. Still the majority of customers would like not having sales pressure during the test drive or while taking a decision. You should explain and demonstrate vehicles features and operation, but after that you should shut up and let the potential buyer experience the car. People need to spend some time without you talking so they can experience and imagine owning the car.
- Give the customer the possibility to negotiate - 56% of respondents of a study on what car shoppers think about the car buying process, insisted on the fact that they want to negotiate. They feel they are getting their best price by negotiating the deal with the car salesman. So before adopting a one-price policy any dealership should remember that more than a half of its potential customers want to negotiate and that fact will certainly influence the sales. If people want to have an active material implication in the process and this makes them get more satisfaction from their purchase, why not offering them this possibility?! (of course taking this into account while fixing the prices).
- Persuade the customer you save his time - 72% of buyers want to save time at the dealership. Despite all the importance and responsability of buying a car, no one wants to spend too much time on it. Nobody wants to spend half of their day off to buy a car so do everything you can to keep the process moving, let the customer see you work promptly and don't neglect his/her time. Of course it doesn't mean you should do your work hurry-scurry, don’t shortcut the time you spend building rapport, doing a walk-around and going for a test drive, simply don't let the buyer doubt your effort or feel bored.
Of course following our tips won't change your whole car salesman process. But these simple car salesman pieces of advice could mean the difference between a disgruntled car buyer and happy buyer that can provide you with great review, repeat business and referrals. A professional car salesman should be able to do a meet and greet with the customer and perform all of the steps of the process in a way that would create another happy car owner practically every time they sell a car. That is what we wish you to achieve.
