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 Salesperson Tip Two: Customers Don't Need to Know your Policy One of the worst things you can do is tell a customer that you can't do something because it is 'policy.' In effect, this shows the customer that you have no control over their sale, your manger does. Deflect policy questions with clever thinking. For example, if your you need to discuss new vehicle pricing with a client before your manager will approve a trade in, don't say "its policy that I." instead try "while we are waiting on my manager, lets go over these numbers.' Don't make it appear like you do not have control over the sale.
Car Salesmen Trick Three: Answer a Question with a Question? Statistically speaking whoever is asking the questions is the one in control of the conversation. If you see yourself falling into this trap take the control back. A good way to do this is to bide your time until you can answer a question with a question and then keeping asking questions, thus regaining control. For example, if a customer asks you about color choices, instead of answering him, considering asking "What color were you interested in?" Use this as a jumping off place to regain 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. - 21393
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 Salesperson Tip Two: Customers Don't Need to Know your Policy One of the worst things you can do is tell a customer that you can't do something because it is 'policy.' In effect, this shows the customer that you have no control over their sale, your manger does. Deflect policy questions with clever thinking. For example, if your you need to discuss new vehicle pricing with a client before your manager will approve a trade in, don't say "its policy that I." instead try "while we are waiting on my manager, lets go over these numbers.' Don't make it appear like you do not have control over the sale.
Car Salesmen Trick Three: Answer a Question with a Question? Statistically speaking whoever is asking the questions is the one in control of the conversation. If you see yourself falling into this trap take the control back. A good way to do this is to bide your time until you can answer a question with a question and then keeping asking questions, thus regaining control. For example, if a customer asks you about color choices, instead of answering him, considering asking "What color were you interested in?" Use this as a jumping off place to regain 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. - 21393
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 @ 12:52 AM
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