Listen Carefully To The Customer...
The best sales technique for selling customers any product involves a sequence of logical events occurring. A salesperson must understand what the customer wants, qualify that the customer can afford to purchase what they seek, and make an organized presentation that will result in a sale.
Listen Carefully To The Customer...
By listening carefully, a good car salesperson does not waste valuable time trying to sell something that will not interest their customer. Most car shoppers have a good idea of what they want before visiting any automobile agencies. Establishing the type of car being sought is essential to beginning a good sales presentation.
In the event that a customer is non-specific as to what they want, key questions should be asked to help them determine a logical type of vehicle to begin the selection process with. They will surely define if they need a family car, want a sports car for fun, or must find something that will maximize mileage for heavy use.
Qualify The Customer...
Many customers are less than realistic about what they want and what they can afford. The best sales technique in the world cannot be successful if your customer cannot afford the car that they want to buy. The process of qualifying a customer is simple, and involves asking them what their budget for a car purchase is. Without the parameters of what is possible financially, it is foolish to proceed with a sales presentation.
Show The Product, Eliminate The Obstacles...
Once a car salesperson knows what a customer wants/needs, and understands their financial ability to pay for a vehicle, the rest is actually quite easy. By having listened carefully, the salesperson can proceed to show their customer several possibilities. By the process of elimination, a logical choice can usually be found for a "test drive".
It is likely that a customer will present their potential reason for not buying a specific car during the selection process or test drive. Any reason for not buying represents an obstacle that a good salesperson should attempt to remove. As the reasons for not buying are removed, the sale is essentially accomplished.
Of course, asking for the sale is the final phase to any successful selling situation. One essential component for any sale is closing the deal. It does not have to be a high-pressure situation for a salesperson to ask their customer if they would like to see how easy it would be for them to take this car home with them today.
Conclusion...
Since all sales professionals are individuals, there is no one-size-fits-all formula for sales techniques guaranteed to work for everyone. A pleasant personality, willingness to be helpful, and strong product knowledge are the basic ingredients to successful selling. Beyond that, individual sales people should build upon their individual strengths to find a selling style that works for them. If customers sense that you are smart, helpful, and not bullying them to buy what you want to sell; they will likely become your faithful customer for years of repeat and referral business.
Thank you,
Thomas Ieracitano
Thomas@Ieracitano.com
www.DigitalCarGuy.com
(229) 251-2462
P.S. Are you 'Advertising' or 'Marketing' ?
Ask me the Difference?
The best sales technique for selling customers any product involves a sequence of logical events occurring. A salesperson must understand what the customer wants, qualify that the customer can afford to purchase what they seek, and make an organized presentation that will result in a sale.
Listen Carefully To The Customer...
By listening carefully, a good car salesperson does not waste valuable time trying to sell something that will not interest their customer. Most car shoppers have a good idea of what they want before visiting any automobile agencies. Establishing the type of car being sought is essential to beginning a good sales presentation.
In the event that a customer is non-specific as to what they want, key questions should be asked to help them determine a logical type of vehicle to begin the selection process with. They will surely define if they need a family car, want a sports car for fun, or must find something that will maximize mileage for heavy use.
Qualify The Customer...
Many customers are less than realistic about what they want and what they can afford. The best sales technique in the world cannot be successful if your customer cannot afford the car that they want to buy. The process of qualifying a customer is simple, and involves asking them what their budget for a car purchase is. Without the parameters of what is possible financially, it is foolish to proceed with a sales presentation.
Show The Product, Eliminate The Obstacles...
Once a car salesperson knows what a customer wants/needs, and understands their financial ability to pay for a vehicle, the rest is actually quite easy. By having listened carefully, the salesperson can proceed to show their customer several possibilities. By the process of elimination, a logical choice can usually be found for a "test drive".
It is likely that a customer will present their potential reason for not buying a specific car during the selection process or test drive. Any reason for not buying represents an obstacle that a good salesperson should attempt to remove. As the reasons for not buying are removed, the sale is essentially accomplished.
Of course, asking for the sale is the final phase to any successful selling situation. One essential component for any sale is closing the deal. It does not have to be a high-pressure situation for a salesperson to ask their customer if they would like to see how easy it would be for them to take this car home with them today.
Conclusion...
Since all sales professionals are individuals, there is no one-size-fits-all formula for sales techniques guaranteed to work for everyone. A pleasant personality, willingness to be helpful, and strong product knowledge are the basic ingredients to successful selling. Beyond that, individual sales people should build upon their individual strengths to find a selling style that works for them. If customers sense that you are smart, helpful, and not bullying them to buy what you want to sell; they will likely become your faithful customer for years of repeat and referral business.
Thank you,
Thomas Ieracitano
Thomas@Ieracitano.com
www.DigitalCarGuy.com
(229) 251-2462
P.S. Are you 'Advertising' or 'Marketing' ?
Ask me the Difference?
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