• Embed Doc
  • Copy Link
  • Readcast
  • Collections
  • CommentGo Back
Download
 
Automobile Sales Training: Understanding the Five Questions Every Customer Is Askinghttp://www.nawablearninggroup.comby Mak
All customers have five simple issues that must be addressed before they are willing to purchase a newcar. Your job as a car salesman is to understand before hand what the issues are and provide a solution,before they are even brought up. In fact, most customers simply think about the issues rather thantalking about them. You have to be sure that each issue is addressed, answered, and included in yoursales demonstration. The following five issues should always be addressed at some point during yourpitch.
Automotive Sales Training Issue 1:
Which Car Has All the Features I am Looking for? Every person thatsteps on the car lot can tell you one specific feature that they want in a new car. Features such aselectric windows and locks or heat and air are old news. Customers today are looking for features thatmake their life better. Discovering whether the customer is more concerned about leather heated seatsor a rear seat entertainment sytem will help you find the best car to make a sale.
Car Sales Training Inquiry 2:
Is this car model the one I want? The majority of customers have a specificmodel in mind before stepping on the lot. Most of the time, this model will have one specific thing thecustomer is concerned with. If you carry that specific model then you are sure to close the deal.However, if the model isn't available or it costs too much for the customer's budget you need a backupplan. Make sure you understand which benefit the customer is looking for and you will make the sale.
Automotive Sales Training Issue 3:
What dealership should I buy a vehicle from? In most locations thereare dozens of car lots to choose from. Your customer probably knows who they are and what they haveto offer. When the customer comes to your dealership you have one opportunity to ensure they knowyou are the best person to buy from. Use this opportunity to show off your car lot and explain thereasons why the customer should choose you over the competition. If you have the largest servicedepartment around make sure you show it off.
Car Sales Training Inquiry 4:
Is the price right for the vehicle? If you want the client to feel comfortablewith the price, you have to make sure they are happy with the benefits it offers. In most cases pricewon't be an issue if the car provides benefits that enhance the buyer's life. Go over these benefitsthroughout the sales pitch and reiterate them when closing the sale..
of 00

Leave a Comment

You must be to leave a comment.
Submit
Characters: ...
You must be to leave a comment.
Submit
Characters: ...