Buying a car is a big commitment. It's like buying a house. The Buyer looks online to educate themselves on how to negotiate prices. They seek for all great deals out there. Then they make an appointment, test drive the vehicle, some buy the car right away, some are still thinking about it.
5 things stop them from moving forward:
1. Huge down payment
2. Credit
3. Price
4. Budget
5. Dealership
Our job as a salesperson is to treat them like how you want to be treated as a buyer. Do not rush them. Ask them how exactly you can help them. Selling a car is the last thing you want to offer them. Sell your personality and earn their trust. Put them in the right vehicle. Make sure you reach their budget or at least close to their budget. Walk them in your lot and show them what you got. Give them few minutes to decide and not rush them to make a commitment.
After selling your customer a vehicle, follow-up with them the very next day. Give them a call and seek questions. They are very happy and excited getting a brand new car! All they want to do is go home, show everyone how great the car they got from you! Means, most of them do not have a time to ask questions. It's been a long day at the dealership, full of intense. All they want to do is leave the parking with their new car. Set a time to give them a call once a month. Offer them some free car wash once a week. Continue your relationship with your customer. You did not just sell them a car. You change their life, You made a customer and made a friend.
Once you sold them the car, show them where the service department is at. Give them the service department hours and schedule. Introduce them to one of our services employees and give them one of their business cards. This is where they will have their vehicle do their oil changes and other vehicle services. Make their car buying experience unforgettable!
Darlene Zulman
Sales Professional
815-575-7500
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