Car dealerships either advertise new or used cars for sale. If you are a sales agent and you want to create a big score in your quota, then keep on reading as we give you tips on how to replace horrible car sale techniques with something more modern, customer-friendly, and effective ways to pursue your client.
Intentional Information Asymmetry. Information asymmetry is a lucrative angle in the sales of most industries since the proverbial selling of lemons offers high-profit margins. Instead, what you must do is to disclose the downside of your items to restore information symmetry to your clients, hence, building trust and raises the chances of your client buying the product. Make a visible effort for transparency with open contact channels, high availability, service staff who are well-knowledgeable about the business. Also, let the buyer see through you that you are using your information advantage to his best interest through reviewing functions and testimonials.
The hard selling. The classic hard sell might be transparent, but unlike the above approach, it is also straightforward and confrontational. This most of the time, follows a fixed script, thus disregarding the client’s needs and views and might even result in a customer getting angry and end up buying something he didn’t want and that’s not what you’d consider a sustainable business. Instead, take the tenancity that’s at the center of any hard sell and redirect you points to the actual interest that your client highlights during the conversation. Also, follow up on your customer’s nonverbal cues that may suggest they want to more about the product.
Attaching useless add-ons. Car dealers most of the time, opt to add unnecessary expenses to a customer’s deal with features like roof racks, VIN etching, or an expensive window carving (which has little to no benefit at all!). Instead, offer add-ons as customizations based on your prospect’s use case, upselling only on extra value.
Teaser pricing. This is a bait and switch scheme technique wherein a product is being advertised through a compelling, very misleading price to lure clients into the funnel. Instead, what you must do is to tease them with good price ranges for products that are being stripped down to their essentials and not deprived of them, follow the approach of what you see is what you get, and layout baits that add benefits themselves so the switch makes the product more worth buying.
Great price with terrible terms. This technique is most popular in online subscription models of any industry wherein it is hiding the important pieces of information in fine print or in confusing pricing models. Instead, opt to create pricing models and pages on the platform that are not misleading, highlight your best basic offers and simplify the terms of your deals for clarity and not for deception, also, offer conversation contact methods for more complex pricing models and special requests of your clients.
Being a car salesman at this modern age may cause you to have a hard time selling a car. But with the tips above, you will for sure get the right customer to deal with your services and terms. It is important to persuade a customer rather that deceive them.