Many salespeople make the mistake of not paying enough attention to the process of investigation. They don’t realize what a large impact this step can have on their bottom line. Building rapport with a customer with personalized conversations and using the information they present to you will make it much easier to present only vehicles they are truly interested in to them. It will also build their confidence in you and can help you to close the sale. Learn to be a competent investigator. These skills will serve you well for the remainder of your sales career.
Car Salesmen Tip One: Build a Relationship The first step in any investigation is building a relationship with your customer. This is as simple as having a brief chat before you start your sales pitch. Their lifestyle, work, hobbies and other interest will all have an impact on their decision to buy a car and what car they buy. Try to find a shared interest or hobby and build on it. If you and your client both have young children, talk about that. Perhaps he is an avid fisherman; draw him out by asking about recent trips. Avoid potential conflicts by not discussing any taboo topic like politics or religion. Topics such as those are a sure way to derail the conversation. You don’t have to spend a lot of time getting to know your customer, just make sure you gain enough insight into their personality and life to make the sale easier.
Car Sales Training Tip Two: What’s the Point? Investigation does serve a purpose, and an important one at that. Throughout your investigation, you will gather information that you can use when you make your presentation. Furthermore, your customer will feel more comfortable with you and be more likely to have faith and confidence in what you are selling them. Finally, because you have good rapport, have made a proper presentation and your customer trusts you, it is much more likely that you will close the sale.
Car Salesmen Tip Three: How to Conduct a Proper Investigation Actually listen to your customer and make sure you hear what they are saying. A prime mistake made in investigation is assuming you understand what they are saying. Take the time to make sure you hear them correctly. Also, sit back and watch them. Take note of where they pause and why. Use this information to tailor your sale pitch to them. Question your customer to further narrow down their car choice. That is all it takes!
The investigation portion of the sales process may be one of the most tedious, but it is also one of the most important. Learn to put good investigating skills to use to discern what your customer wants and needs. Build rapport to make your presentation easier, build trust and close the deal. Use simple tactic like watching, listening, questioning and keeping on track to make investigating easier. A thorough investigation is key to increasing sales.