5 Questions to Ask Potential Car Buyers After Car Sales Training
It is sometimes said that a good sales person can sell a ketchup popsicle to a person in white gloves. But what about giving a customer what they actually want? That, surprisingly, can be a little more difficult. Making a good sale that leaves a customer satisfied involves asking questions and actively listening. Luckily it can result in a bigger pay off in the long run in the form of returning customers.
A good automobile sales representative knows that listening is as important as talking. The more questions you ask the more information you have to help a customer make a decision. While every conversation is different, it is a good idea to have some questions ready to go in order to steer the conversation towards a sale. Here are a few questions to ask potential car buyers.
1. What’s Your Name?
This seems like such a simple question, but it’s also one of the most important. Introduce yourself and learn your customer’s name, then use it when you speak with them. This will make them feel comfortable and it is the first step to showing them that you’ve listened. By using their name, you are no longer just a salesperson, you come across as someone who knows them and is interested in what they want.
2. What Brings You in Today?
After you’ve introduced yourself, your car sales training should kick in to find out why they have entered the dealership. This question doesn’t put any pressure on the customer and opens up the conversation. It also ensures that the customer feels in control of the conversation, while also giving you important information about what they’re looking for. Plus, you’ll find out if they’ve already visited and talked with another sales representative.
3. Who Will Be the Main Driver?
It is important to know who to address your questions and vehicle presentation to. Of course, you don’t want to ignore anyone, but you will want to focus on the main driver and their preferences. You can then ask the driver if they are doing a trade and what features their old car has that they’d like their new car to have. While presenting cars to them you can mention a feature and then ask if it is something that they’re interested in. With new features being added frequently, there may be a cool new one available in today’s cars that didn’t even exist when they last bought a car.
4. Would You Like to Apply for Financing?
If the customer plans to apply for financing, you will want to assure them that you can help them get approved. If they already have a car, you can ask how much their previous monthly payments were. Asking about financing can also lead to asking whether they are trading in their new vehicle. With this information, you’ll be able to figure out what model of car they can afford and what features to promote.
5. More Questions Will Keep Your Auto Career Running Smoothly
Even though you and your customer know it is your job to sell them something, your auto career will flourish if you show genuine interest in their answers to your questions. How do you do that? Ask more questions! For example, after you share information you can ask, “What are your thoughts about that?” Remember, asking open-ended questions—as opposed to strictly yes or no questions—helps keep the conversation flowing.
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