Looking to sell more cars soon but it just seems difficult to seal the deal?
Many people might assume that closing a deal is the hardest part of the sale process. That’s maybe because most people mistake this part for pushing the offer onto the buyer rather than persuading them that your offer is their perfect fit by listening, understanding, and offering advice.
Closing your deal doesn’t have to stress you out at all as it isn’t as complicated as you think.
You just have to master a couple of tactics and tips that revolve around sounding honest, knowledgeable, and confident in your service to win your buyer over!
If this sounds like a skill you would like to gain, read on because this is for you!
● Set The Tone
There is a high chance that car buyers have already done their research pretty well before they reach the dealership. So when they come up to you, they have already noticed something they like about your car.
If they come up to you with a model in mind, it means that their initial knowledge and research led them to believe this is the right car for them and you have to offer genuine advice and guidance.
However, if you see them looking around but haven’t paid special attention to your car, you can take the initiative and ask how you can help.
Once you do that, set the one right by seeming straightforward and confident in your approach. Show them that you are serious and ask them how you provide support and get them in a car today!
● Allow Your Customer To Open Up
Give your potential buyers room to open up to you and express what they’re exactly looking for. What does he really need in his vehicle? and what assets he would appreciate having, but aren’t deal-breakers?
Do so by asking them the right question. Start with how can I help you? and what are you looking for? Then move on to looking into what options they have with their budget and how much can they afford for a down payment.
After that, be more specific and ask “if, then” questions to see how close is this buyer to making a purchase decision to determine what tactics you’re going to use.
● Identify Their Pain Points
After you’ve covered all the key aspects in a car purchase process and listened to what your customers have to say, now you have a lot of data and a thorough understanding of the situation.
Now, you have not just built trust between you and your customer, but you have also revealed the pain points which they’re trying to solve, which leads us to our next point.
● Build Your Narrative
After you have identified the problems troubling your customers, now you can focus on what cars will resound to their calling.
Identify which vehicles meet their expectations and walk them through the options one by one and in detail, making sure to shed light on how this vehicle will be the remedy to their previously mentioned problems.
● Close The Deal On a Test Drive
Purchasing a car, although needs to be based on rational and financial factors, cannot but involve emotions.
So, build an emotional connection between your customer and their potential vehicle through closing the deal on a test drive.
Allow their imagination to wander off so they cannot but see themselves as the owner of this baby. This will also help them realize firsthand the value of the car.
After the test drive is done, tell your customer “You’re going to love your new car!” or ask them “Should we park in the sold row?”
● Now Present Your Financing Options
If the test drive went well, it is now time that you discuss financing options.
It is very important to be honest and transparent in this crucial step, your customers want to know everything prior to making their purchase.
Ask budgetary questions in order to be able to give genuine advice regarding which financing options will work best for them.
● Exchange Contact Info
Lastly, get the contact information of your customer when they make it clear to you that they are not ready to make a purchase yet.
Getting their email or phone number will allow you to follow up with them later if you have stumbled upon a suitable deal for them or a better vehicle than what you’ve presented to them.
Most buyers have already made up their minds on the car they want to purchase before they’ve even stepped foot into the dealership.
However, this isn’t supposed to stress you out if you’ve capitalized on these techniques because you’ll be able to sell any car in Dubai so easily.
With time as you keep practicing your sales skills, you will know exactly what to do and when to do it to steer the wheel in the direction you want, and closing the deal will become your favorite part, no doubt!
Author: Muhamad Omari from CarWise.ae