4 Buyer Personality Types and How You Can Sell to Them After Car Sales Training
December 6, 2016
Here are four buyer personality types that you might encounter during your future career.
1. The “Driver” Explained for Students in Car Sales Training
You can spot a driver personality type from a mile away, since they typically speak in a loud and confident tone. They will also use sharp hand signals to emphasize their points and might sometimes come off as impatient.
When selling to a driver its best to keep your presentation short and concise, because drivers value their time. Presenting facts and explanations in a direct manner will go a long way when impressing a driver. Drivers are also notoriously competitive, so when selling to them it’s a good idea to point out how the vehicle they’re considering outperforms the competition.
2. The “Expressive” Analyzed for Students in Auto Sales College
Professionals with automotive sales careers will likely encounter plenty of expressive buyer types. Upon entering your dealership, you will spot them for their extremely friendly and personable demeanor. This buyer type will likely think out loud, which makes it easier for you to understand where they are in the sales process.
3. The “Amiable” Explained for Students in Car Sales Training
Once you’ve impressed an amiable buyer, you’ve likely achieved a client for life. Amiable buyers are extremely loyal and relationship orientated. If they have a great experience purchasing a car at your dealership, you can expect plenty of referrals from them.
You’ll know you’ve encountered an amiable buyer if they come off as polite, respectful, and friendly. They will often reserve their true opinion in order to avoid offending you. When selling to an amiable buyer after car sales training, be sure to build genuine trust, be transparent, and show them your personality. A genuine connection will help an amiable buyer feel more comfortable and ready to make a purchase.
4. The “Analytic” Analyzed for Students in Auto Sales College
You know you’re selling a vehicle to an analytical buyer when you’ve barely met and they seem ready to get down to business. They will often say very little, but will listen intently to what you have to say. Sometimes an analytical buyer will seem indecisive, but this is often not the case. This impression is due to their reluctance to make a decision without having all the facts.
Analytical buyers will rarely make a decision on the spot. To encourage a sale with an analytic buyer, provide them with extra information about the vehicles they are considering, and give them time to review it on their own. This will help them gather all the facts, and help them come to a final decision.
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