Car Sales Training Tips And Strategies Series Pt.1

Putting the Buyer at Ease in 6 Easy Steps

Whenever customers first walk into a car dealership, they immediately feel uneasy. Whether it’s from previous experiences, things they’ve heard from their friends, or the media, immediately they put up a defensive wall to save them from fears such as:

· Fear of Obligation

· Fear of Getting Ripped Off

· Fear of Decision-Making

· Fear of Financial Insecurity

· Fear of Pressure

· Fear of Losing Time

These fears are also known as Reactionary Defense Response Mechanisms (RDR), and these are the challenges that sales people fail before they even get to say a word to the customer. In this part of the Car Sales Training Tips and Strategies Series, we’ll cover the how you can put your customers at ease and in turn, help you get that sale.

Although RDRs may appear bad, there is a positive to it. The more guarded a buyer is, the more you know they’re a buyer because they know they really want that car. That’s why they’re so scared because there’s a very good chance that one of those fears can turn into reality. It’s your job to make sure that, not only will their fears not come true, but also that you make sure to prove to the customer that you are there to serve the customer into what’s best for them.

In order to put your buyer at ease, you should create an atmosphere that’s free of those RDRs. Here are some things you can do to put them at ease:

Car Sales Training Tip#1 The Greeting – Greet your customer warmly by introducing yourself and getting their name. Shake their hand and give them a genuine smile so that they feel comfortable.

Car Sales Training Tip#2 BE POSITIVE – Don’t take the negative and defensive things that the customer may say personally. Be positive even if you disagree by acknowledging what he or she may tell you. This way they appreciate the fact that you care about what they have to say and will be more receptive to what you will say later on.

Car Sales TrainingTip#3 Address Their Fears – Bring up the fears that the customer may have that they haven’t even said out loud. If you bring everything out into the open, you can take the next step to properly address them.

Car Sales Training Tip#4 Reassurance – Reassure them that you are there to provide service to them. Reassure to the customer that you understand their fears, but that it’s your job to make sure their fears do not come true.

Car Sales Training Tip#5 Control – Stay in control of the sale by letting the buyer know that they have no obligation to do anything they don’t want to do. Let them know that they’re in control. In return, with their feeling of control, they become more comfortable to you, and in reality, you can navigate the rest of the sale.

Car Sales Training Tip#6 GIVE – Most importantly, you just have to GIVE GIVE GIVE. Give excellent service. Give your full attention.(See Part ll)

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.grantcardone.com

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