Select a Vehicle is one of the most important steps in the 10 step Road To a Sale Process. All 10 steps are important, but if you select the wrong car, you will miss the sale for sure.
If a customer wants a $300 payment and you show them a $25000 car, you just lost this sale. The customer will have a doctors appointment they forgot about, have to pick up kids from school, or some other good excuse to go down the street and find a real salesman. You have never heard any of these excuses have you?
Lets say a customer comes in and are not interested in discussing payment, but just want to look at a Yukon. Always show this customer the cheapest Yukon or similar SUV first on your way to show them what they wanted, a loaded out Yukon. I will tell you why. Because when you get to the closing table and the customer tells you that the payment is too high, you can turn right around and remind them of the first Yukon they looked at. Many customers will remind you instead of you reminding them. It gives them an option without being embarrassed. They may not say they cannot afford it, but instead will say they may not need all the options on the vehicle. You may even want to pencil the deal with both vehicles so that the customer has the option at that time to pick the cheaper of the payments or prices. Always give the customer a way out without being embarrassed.
Remember that all customers are "Just Looking." When you select the right vehicle, this is when they turn into buyers. Many times they will not tell you they do not like the vehicle you are showing them. They will say they are just looking at this time. Not many people come to a car lot if they are not interested in buying a car. If you do not make it to the next step in the process, step back and realize you are on the wrong car. Listen more than you talk, many customers will tell you exactly how to sell them a car.
Selecting the correct vehicle for your specific customer will help you at the close and will make you more money. If you select the right vehicle, you do not have to worry about closing the deal. It will be as easy as writing it up and finalizing all paperwork. The hardest thing to remember as a salesman is customers like different vehicles than you like. Do not walk away from a car because you don't like it. It may be exactly what your customer is looking for. Also, do not discriminate on a car that has been on your lot for too long. It is brand new to the customer that is there now. They have probably not seen the car before. Treat it like it just arrived. Good luck and Happy Selling. Also remember, Never lie to sell a car, it will bite you down the road. Honesty and Integrity sells cars and keeps happy customers.
Check out 10 Steps-Road To The SaleSource URL: http://ashesgarrett.blogspot.com/2009/10/select-vehicle-10-steps-road-to-sale.html
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If a customer wants a $300 payment and you show them a $25000 car, you just lost this sale. The customer will have a doctors appointment they forgot about, have to pick up kids from school, or some other good excuse to go down the street and find a real salesman. You have never heard any of these excuses have you?
Lets say a customer comes in and are not interested in discussing payment, but just want to look at a Yukon. Always show this customer the cheapest Yukon or similar SUV first on your way to show them what they wanted, a loaded out Yukon. I will tell you why. Because when you get to the closing table and the customer tells you that the payment is too high, you can turn right around and remind them of the first Yukon they looked at. Many customers will remind you instead of you reminding them. It gives them an option without being embarrassed. They may not say they cannot afford it, but instead will say they may not need all the options on the vehicle. You may even want to pencil the deal with both vehicles so that the customer has the option at that time to pick the cheaper of the payments or prices. Always give the customer a way out without being embarrassed.
Remember that all customers are "Just Looking." When you select the right vehicle, this is when they turn into buyers. Many times they will not tell you they do not like the vehicle you are showing them. They will say they are just looking at this time. Not many people come to a car lot if they are not interested in buying a car. If you do not make it to the next step in the process, step back and realize you are on the wrong car. Listen more than you talk, many customers will tell you exactly how to sell them a car.
Selecting the correct vehicle for your specific customer will help you at the close and will make you more money. If you select the right vehicle, you do not have to worry about closing the deal. It will be as easy as writing it up and finalizing all paperwork. The hardest thing to remember as a salesman is customers like different vehicles than you like. Do not walk away from a car because you don't like it. It may be exactly what your customer is looking for. Also, do not discriminate on a car that has been on your lot for too long. It is brand new to the customer that is there now. They have probably not seen the car before. Treat it like it just arrived. Good luck and Happy Selling. Also remember, Never lie to sell a car, it will bite you down the road. Honesty and Integrity sells cars and keeps happy customers.
Check out 10 Steps-Road To The SaleSource URL: http://ashesgarrett.blogspot.com/2009/10/select-vehicle-10-steps-road-to-sale.html
Visit ashes garrett for Daily Updated Hairstyles Collection
