It is perfectly reasonable to acknowledge that not everyone who comes into your showroom is going to buy a car; however, the vast majority are there to do so. Rhere are many ways of boosting your chances of securing a sale, some of which are outlined below.
1. Have the right attitude
When approaching a potential customer, you need to be prepared that they are likely to resist your initial overtures – perhaps with the “I’m just looking” line. Maintaining a professional and courteous attitude will help you to secure more sales.
2. Show enthusiasm
Enthusiasm, like laughter, is contagious. Customers like salespeople who come across as keen to help, can understand their desires/needs and are knowledgeable.
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3. Use open-ended and relevant questions
Opt for relevant and open-ended questions that will encourage dialogue without pressure. Examples of some great open-ended questions are:
– What do you currently drive, and are you looking for something similar or a little different?
– Has someone recommended our dealership to you and what did they tell you?
4. Build rapport and be helpful
Take time to get to know your customer’s likes, dislikes, and any limitations they have. Give them the chance to speak and answer any questions they have along the way. Listen and share your views when appropriate.
5. Identify pain points and look at solutions
While you are chatting to a customer, try to identify any pain points they mention. Common pain points include:
– “It needs to have good safety features.”
– “I drive a lot, so I need something that will last.”
Keeping these pain points in mind, come up with a shortlist of the most suitable options and talk them through the benefits of each.