When customers make that "switch" to buy a used car instead of a new one it's a whole new world for both the customer, sales agent and the bottom line of the auto dealership involved. Of course, this can advantageous to both parties financially, when the sale is done in a professional and effective manner. Statistical research is on the side of the experienced auto salesperson. If you take the time to detail any auto sales lot and its staff. You will quickly notice a core group of sales professionals. The rest cycle through seemingly unable to stay or make a decent living. It's this way in almost all professional sales. A professional is one who is paid for their work. It is no different in the automobile sales profession as well. In real estate sales for example in spite of all the preponderance of real estate sales people pushing their wares in your home mailbox generally 85 % of all finished and completed sales are by 15 % of the agents. The rest cycle through not being able to meet their expenses and moving on to other fields. How can you or your sales people be trained to enter that solid and elite established group?
Sales people must master the art of recognizing the used buyer. This is possible through determining a person's needs wants, budget, likes, dislikes and pattern of ownership. Most buyers who were happy with their used vehicles in the past can be persuaded to switch into buying a used vehicle again. However, if the customer talks about new gear all the time, chances are, that person won't be willing to change his or her mind. Make an inquiry, if the vehicle will be the first or second purchase of the customer. Remember to tell every buyer that you have a used section located within the dealership. Given the example that there's a customer who would like to buy a brand new Ford Focus. The buyer frankly says that he or she is looking for the cheapest price in the market. If you settle for their price, there's not much money in it for you. On the other hand, if you offer a two-year-old vehicle of the same type for less the price, an interested customer can make the deal more profitable for you. The hard part it seems, is to get those auto buyers to your front door or to call your switch board. Sure they may visit the and homepages of each truck dealer in Edmonton , Fort McMurray or Sherwood Park Alberta , yet will they arrive at your auto dealership's lot or door step ?
When a customer opens up about a credit problem or similar financial concerns, this is when the used topic should be massaged by the sales personnel in the conversation. Some customers might truly be taken aback by the rejection of a credit application. This is when a sales person must begin to help the customer realize the alternative. This is a used car that costs half the price and one that has a good ownership history. The trick is to know the dealership's inventory. No matter which department you belong, good personnel must be aware of the products in the new and used sections. This is particularly helpful in matching the customer's preferences when they make the switch. Remember; never apologize for selling a used vehicle.
Timing is important. You can start discussing the used option when the customer opens up about a credit problem. Upon rejection of a credit application, some persons may be shocked or upset, but most are willing to settle for other alternatives specially if they would really like to own a vehicle of their own. This is now the perfect opportunity to a used car that has a good ownership history only costing half the price of the previously desired car. Don't neglect to mention the warranty if it's still available or maybe some portion of it can still be used.
Don't be disheartened if you weren't able to convince the customer to switch. Thank the customer and walk them to their respective cars. For unclosed deals, you can call the customer to inquire about the status or asked what happened and remind them of your used section. Sometimes, the customers need a little time to consider and compare the benefits of the purchase. Selling a used car is also a good way to create movement in a stalled sale because the buyer isn't requirement to commit to a yes or no immediately. Use a consultative approach all the time to let the customer feel that you are sincere about their interests.
Sales people must master the art of recognizing the used buyer. This is possible through determining a person's needs wants, budget, likes, dislikes and pattern of ownership. Most buyers who were happy with their used vehicles in the past can be persuaded to switch into buying a used vehicle again. However, if the customer talks about new gear all the time, chances are, that person won't be willing to change his or her mind. Make an inquiry, if the vehicle will be the first or second purchase of the customer. Remember to tell every buyer that you have a used section located within the dealership. Given the example that there's a customer who would like to buy a brand new Ford Focus. The buyer frankly says that he or she is looking for the cheapest price in the market. If you settle for their price, there's not much money in it for you. On the other hand, if you offer a two-year-old vehicle of the same type for less the price, an interested customer can make the deal more profitable for you. The hard part it seems, is to get those auto buyers to your front door or to call your switch board. Sure they may visit the and homepages of each truck dealer in Edmonton , Fort McMurray or Sherwood Park Alberta , yet will they arrive at your auto dealership's lot or door step ?
When a customer opens up about a credit problem or similar financial concerns, this is when the used topic should be massaged by the sales personnel in the conversation. Some customers might truly be taken aback by the rejection of a credit application. This is when a sales person must begin to help the customer realize the alternative. This is a used car that costs half the price and one that has a good ownership history. The trick is to know the dealership's inventory. No matter which department you belong, good personnel must be aware of the products in the new and used sections. This is particularly helpful in matching the customer's preferences when they make the switch. Remember; never apologize for selling a used vehicle.
Timing is important. You can start discussing the used option when the customer opens up about a credit problem. Upon rejection of a credit application, some persons may be shocked or upset, but most are willing to settle for other alternatives specially if they would really like to own a vehicle of their own. This is now the perfect opportunity to a used car that has a good ownership history only costing half the price of the previously desired car. Don't neglect to mention the warranty if it's still available or maybe some portion of it can still be used.
Don't be disheartened if you weren't able to convince the customer to switch. Thank the customer and walk them to their respective cars. For unclosed deals, you can call the customer to inquire about the status or asked what happened and remind them of your used section. Sometimes, the customers need a little time to consider and compare the benefits of the purchase. Selling a used car is also a good way to create movement in a stalled sale because the buyer isn't requirement to commit to a yes or no immediately. Use a consultative approach all the time to let the customer feel that you are sincere about their interests.
About the Author:
A selling interview based on counseling needs to be done in several steps, in a consistent order, from the identification of the needs to a close in which the prospect accepts the seller's proposal.
