Recently I was working with a new dealer, and we were discussing their sales process which went like this: Greet the customer – brief rapport…
Recently I was working with a new dealer, and we were discussing their sales process which went like this:
I know that when I first started in this business, over 30 years ago, this is the exact sales process I was taught. And it is exactly how I sold cars for years, with success. However, as I moved into management and learned more about selling in general, I realized this process could be more effective.
The best way to gather this “HOT BUTTON” is to get the customer talking about their current situation or more importantly, their current vehicle.
If you want to immediately sell more vehicles, move your appraisal process to the beginning of your sales process and ALWAYS take the time to ask the right questions. Then use that information to sell them their next vehicle.
DO IT TODAY Tip: Moving the appraisal process up in your sales process is not just for walk-in customers. This should be done for internet leads as well as phone opportunities. In a world where more and more people are reaching out to your dealership through the internet and over the phone, addressing the customers current vehicle will open the door to building the relationship you need to get the customer to come into the store. Keep this in mind, a customer will never decide to buy your car until they have a solution, they are happy with for theirs.
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