One of the least understood secrets to sales is the fact that whatever you sell, there is more going on than what you are selling. One of the biggest secrets is if you can find a way to consolidate the process you will increase your sales. To demonstrate this we will address this fact with car sales but it is applicable with most any product or service you sell.
In sales, there are those who rise to the top and those who stay had a mediocre level. Auto sales are no different. Learning to sell a car is a skill just like anything else. The real secret to selling a car is making the whole process simpler for your buyer. Here are six ways that you can make this process easier and simpler for your buyer.
Make sure you listen to the customer more than you are talking
Someone is buying a car, they want to talk more than they want to listen to you. You need to make sure that you are having a two-sided conversation with your customer. You can simplify the whole sales process by cutting through all the bull.
Dress for success
When you dress for success, you are instantly going to build rapport with your customers. This will simplify the process by making it easier for you to build trust with your customer quickly. This is a simple and easy way that you can become better at selling cars. An investment in a few great suits will be one that will pay off for many years to come.
Qualify your buyers
Learning to qualify your buyers early on as a great way to become a top-notch car salesman. Qualifying your buyers will let you know if they are serious about buying a car. This will also let you know what type of car that they will be able to afford or that they are looking for. You shouldn’t have to feel bad about qualifying your buyers. This is just a part of being an efficient salesman. If you are able to qualify your buyers early on, you’re going to make the whole process much simpler for you and the buyer.
Offer great rates on car insurance
It is a good idea to become knowledgeable about local insurance agents in your area. Car insurance is something that every new car buyers going to need. If you can give them the cheapest auto insurance offer in the area, buying an expensive car is not going to seem like that big of a deal for your buyer. Making connections with local insurance agents is going to be a great way to become a better car salesman. If you are able to offer car insurance while you were selling the car, this is going to make the whole process much simpler.
Have creative financing options ready
Bad credit can oftentimes be the reason that a buyer decides not to buy a car. They may feel as though they will not be approved for financing even before they try. Let your buyers know that there are creative financing options that can help those who even have the worst credit. Using these creative financing tools will help you to sell many more cars during a month. Work with your buyers to create the financing situation that will be a win-win for both parties.
Warranties can help the buyer feel safer about their purchase
Many buyers are going to feel apprehensive about spending a big chunk of money on a car that could eventually just break down. When you are selling certified pre-owned vehicles, a warranty can make this car feel like a much safer investment. Offering this warranty to your buyer can help seal the deal. A warranty will help them feel much more secure about any future repairs that have to be made on the car. These warranties usually only raise the monthly payment $20 or $30.
These are just a few tips that can help you reach your full potential as a car salesman. Just remember, the more you simplify the process, the more cars you will sell. If you have a simple process, your buyer is going to trust you and feel ready to pull the trigger. As time goes on, you will become a more proficient salesman with your simpler process.
By: Walter Bodell