Car Salespersons Guide to Controlling the Sale
Have you ever found yourself in a situation where you realize you have lost complete control of a conversation or a presentation? How did it affect your bottom line? Chances are you lost the sale. Losing control of the conversation generally equates to losing the sale. It is vital that as a salesperson, you learn to keep control over the conversation. Do this by using several key tactics to keep you on top of the game.
Car Salesmen Trick One: Never Let Them See You Sweat Don't ever let your customer think you don't have an answer. Their questions must be answered quickly, correctly and with confidence. Any pause, break or stutter will break their confidence in you, your sales ability and ultimately your product. Avoid this by being as prepared as you can be. Take the time to think about the questions you may be asked and practice the answers. Do these until you know the answers by rote. Quickly and confidently answered questions will help ensure a positive sales outcome for you.
Car Salesmen Trick Two: They Just don't Want to Know Customers do not want to know and in fact do not need to know about the policies you use when making a sale, so don't tell them. It is never ok to say "policy dictates that I.." If you are waiting on your manager because of policy, change the focus away from the policy and onto the car. Suggest a test drive or review options instead. Telling your customer you can't do something because of policy in effect takes away your power and their confidence in you.
Car Selling Tip Three: The Who, What, Where and Why of it With questions comes control. Be on the offensive by leading the conversation with questions. Don't allow yourself to lose control by getting hammered with questions. Instead take control by asking specific questions of your customer that will help you close the sale. He who asks has control.
If you have ever lost control of a conversation, you know what a devastating effect it can have on your ability to close a sale. Instead of letting your customer control the conversation, learn how to effectively control the conversation yourself by being prepared, keeping policy to yourself and being the one asking the questions. These three things will allow you to keep control of the situation and close more sales. - 21392
Car Salesmen Trick One: Never Let Them See You Sweat Don't ever let your customer think you don't have an answer. Their questions must be answered quickly, correctly and with confidence. Any pause, break or stutter will break their confidence in you, your sales ability and ultimately your product. Avoid this by being as prepared as you can be. Take the time to think about the questions you may be asked and practice the answers. Do these until you know the answers by rote. Quickly and confidently answered questions will help ensure a positive sales outcome for you.
Car Salesmen Trick Two: They Just don't Want to Know Customers do not want to know and in fact do not need to know about the policies you use when making a sale, so don't tell them. It is never ok to say "policy dictates that I.." If you are waiting on your manager because of policy, change the focus away from the policy and onto the car. Suggest a test drive or review options instead. Telling your customer you can't do something because of policy in effect takes away your power and their confidence in you.
Car Selling Tip Three: The Who, What, Where and Why of it With questions comes control. Be on the offensive by leading the conversation with questions. Don't allow yourself to lose control by getting hammered with questions. Instead take control by asking specific questions of your customer that will help you close the sale. He who asks has control.
If you have ever lost control of a conversation, you know what a devastating effect it can have on your ability to close a sale. Instead of letting your customer control the conversation, learn how to effectively control the conversation yourself by being prepared, keeping policy to yourself and being the one asking the questions. These three things will allow you to keep control of the situation and close more sales. - 21392
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
posted by X - Men @ 1:22 AM
0 Comments
0 Comments:
Post a Comment
Subscribe to Post Comments [Atom]
<< Home