For more than a century, the term "switch" was widely used not only in products but also in the world of cars. In actuality, this switching word is a term that is used to describe the changing of decisions related to car buying. According to some studies, customers are fickle minded and can be easily distracted when they are having more options to select with. With this fact, the sales team should be aware of the sales tactics especially designed to increase benefits for both customers and sales staffs. Proper application of the steps is the key to nay successful car dealership.
Know your potential client. In actuality, this is the first key in switching tactics. You need to be a keen observer and good inquirer. Ask your client if he is a used buyer or just looking for a brand new car. It is essential that you are aware of the purpose of your customer and if switching tactics are needed. If your client is a used buyer and is searching for the best used cars, you can immediately ask his preferred color, model, payment methods, features and budget. If he is looking for the features of a brand new Mazda at a lower price, you may introduce the 2-year old Ford Focus in the used department. In this case, he would get the car at a lower price while you may also get a profit.
Financial concerns are the next common things that you need to address. These problems include credit rejection due to the qualifications or requirements. If this is your case, you may do one easy thing- introduce a used car with good ownership at a lower price. If your client is highly interested in owning a car, this option works best. Aside from this, the sales team or staffs should be knowledgeable enough to the products located in the departments. Ideally, they must know the auto products of the other departments so that they could easily apply the "switching tactics."
Aside from the sales team and staffs, the auto sales managers are playing a vital role in convincing their customers to switch. A good sales manager must know the perfect time to introduce or suggest the used cars instead of the brand new one. In some instances, conflicts are not avoidable most especially if the manager of the new department doesn't like to introduce the customers to use sections. There should be a team work and good communication skills between the two departments.
Do not feel sad or angry when your team did not convince the customer to switch to used cars but let them go to their preferred cars. If there are any unclosed deals, you may ask the client to leave his number and contact him immediately for any updates from your used sections. Sometimes, ample time is the key here. Do not force your customers to make decisions but instead let them think about the offers and benefits you have said. Ask or call them from time to time and ask their decisions. Let them feel that you are a sincere seller about their interests and preferences.
Know your potential client. In actuality, this is the first key in switching tactics. You need to be a keen observer and good inquirer. Ask your client if he is a used buyer or just looking for a brand new car. It is essential that you are aware of the purpose of your customer and if switching tactics are needed. If your client is a used buyer and is searching for the best used cars, you can immediately ask his preferred color, model, payment methods, features and budget. If he is looking for the features of a brand new Mazda at a lower price, you may introduce the 2-year old Ford Focus in the used department. In this case, he would get the car at a lower price while you may also get a profit.
Financial concerns are the next common things that you need to address. These problems include credit rejection due to the qualifications or requirements. If this is your case, you may do one easy thing- introduce a used car with good ownership at a lower price. If your client is highly interested in owning a car, this option works best. Aside from this, the sales team or staffs should be knowledgeable enough to the products located in the departments. Ideally, they must know the auto products of the other departments so that they could easily apply the "switching tactics."
Aside from the sales team and staffs, the auto sales managers are playing a vital role in convincing their customers to switch. A good sales manager must know the perfect time to introduce or suggest the used cars instead of the brand new one. In some instances, conflicts are not avoidable most especially if the manager of the new department doesn't like to introduce the customers to use sections. There should be a team work and good communication skills between the two departments.
Do not feel sad or angry when your team did not convince the customer to switch to used cars but let them go to their preferred cars. If there are any unclosed deals, you may ask the client to leave his number and contact him immediately for any updates from your used sections. Sometimes, ample time is the key here. Do not force your customers to make decisions but instead let them think about the offers and benefits you have said. Ask or call them from time to time and ask their decisions. Let them feel that you are a sincere seller about their interests and preferences.
About the Author:
Its not the developing world - especially China - where sales growth is, there were about 806 million cars and light trucks on the road in 2007, consuming over 260 billion US gallons (980,000,000 m3) of gasoline and diesel fuel yearly.
