Introduction 10 suggestions to increasing your car sales
For increasing your car sales, in today’s world the demand for used vehicles is continuing to rise as many consumers turn away from the new car market.
Here are a few tips that will hopefully help you sell more used cars:
1. Establish a Personal Connection Start by establishing a personal connection. Take the time to learn the customer’s name, address them by it during conversations, and ask relevant questions that could lead to more meaningful discussions if they are receptive. However, avoid prying or being overly inquisitive, and share information about yourself when appropriate. This approach prevents the customer from feeling like just a number or a conquest. They should feel like you are their friend by the time they leave. Keep in mind that a customer isn’t limited to purchasing just one used car in their lifetime; they may return to you for future vehicle needs.
2. Maintain a professional demeanor by paying attention to your appearance and personal hygiene. Grooming yourself well, taking care of your nails, and ensuring you follow good hygiene practices will boost your confidence when engaging with new people, ultimately impacting your success in closing sales.
3. Cease the Upselling An often-repeated joke about salesmen, especially those dealing with used cars, is that they constantly push customers to buy items beyond their financial means. It is crucial to stop the upselling practice. Instead, inquire about the customer’s preferences and budget constraints, and exclusively present options that align with their criteria. You must emphasize that attempting to upsell customers, particularly the usual client base, erodes their trust in the salesperson. The only one that can know best is the customer. The customer can determine what fits within their budget. Being overly aggressive in sales tactics can undermine the rapport that has been diligently established with customers.
4. Utilize BANT When it comes to assessing potential leads, there is a well-established sales strategy that applies to selling used cars as well. The acronym to remember is BANT, which stands for: budget, authority, need, timeline.
To assess a lead, consider the following questions: Is the customer financially capable of buying one of your cars? Are you interacting with the decision-maker? What are the customer’s actual requirements? What is the schedule for their purchase?
Adhering to the principles of BANT is a key aspect of our sales training. As the quote suggests, if you are not attentive to your customer, there are likely other dealers nearby who will be. By following these guidelines, you ensure that both your time and your customer’s time are well spent.
To make this process easier and get pre-qualified buyers you can use the services of VP Marketing (Virtual Prospects Marketing.
5. Familiarize Yourself with Your Products It is important to be well-versed in your inventory and be knowledgeable about all your vehicles to the best of your ability. If you are unsure about something, take the time to research and learn. Avoid pretending to know something that you don’t. When a new vehicle arrives, make an effort to gather as much information as possible about it. This is an essential aspect of professionalism – having expertise in the vehicles you are offering for sale.
6. Understand Your Competitors Take the time to evaluate and analyze your competitors’ inventory when you have downtime without customers. When customers inquire about a Chevy model at another dealership nearby, be prepared to provide insights on why that particular vehicle may be priced differently, have unique features, or differ in quality. It is crucial to be well-informed and transparent with customers as this increases your chances of closing a sale. If you are unsure about a specific inquiry from a customer, don’t hesitate to request for some time to gather information. Failing to do so may give your competitors an advantage in winning over the customer.
7. Avoid making assumptions before interacting with customers, regardless of their appearance or initial impressions. The person wearing casual clothes could potentially be a wealthy doctor looking to make a cash purchase for a specific vehicle in your inventory. Conversely, the individual in formal attire might be interested in a subprime loan option offered by your dealership. Always approach each customer with a friendly attitude, ask pertinent questions, and provide attentive service as if they are the most important person in that moment.
8. Discuss financing openly. It is crucial to avoid reaching the end of the transaction only to find that financing cannot be secured. Have a conversation about finances right from the beginning, and be transparent about choices, initial payments, interest rates, and repayment schedules. It is essential to understand your buyer’s financial situation early on when working towards finalizing a deal.
9. Embrace the Digital Era with the rise of online shopping, including the purchasing of cars, it is essential to establish a strong digital presence by having a website and utilizing social media platforms. Advertise your vehicles on local online marketplaces and promptly engage with inquiries and feedback. Simplify the financing application process to enhance customer experience.
To meet customer expectations for convenience, strive to have clients prepared to finalize a purchase and have their financing secured before visiting your physical location. Utilizing digital marketing strategies and a compelling website can facilitate this streamlined sales process. Once again, VP Marketing can help you with their quality sub-prime sales leads.
10. Customer Follow-Up Collect email addresses. Reach out to potential customers both before and after a sale. After a purchase, ensure customer satisfaction and encourage return visits for their future vehicle needs. Even if a potential buyer doesn’t make a purchase now, use the opportunity to gather feedback on what they liked or disliked about your business. This feedback can help you improve and position yourself as their top choice in the future. VP Marketing has a tool that can help you with your phone calls, check out our Stealth Voicemail Drops.
Visit our website to get more information on VP Marketings Subprime Buyer Leads
