Zen Of Internet Marketing

Why won’t car salespeople build rapport?

Often times, you’ll notice that the moment a car salesperson meets a customer they are trying to close the sale. Not only that but they are trying to close the sale on price. So think for a moment how much money you’re leaving behind if you are trying to close the sale on price.

Getting the customer to like you is key to grossing high per deal and closing the sale. You must get the customer to like you if you want to make real money in the car business. So why not slow down and build rapport and get to know the customer? What this will allow you to do is gain control of the sales process. Building rapport will slow things down and allow you to smoothly follow the basic step to a sale.

The customer is completely aware that they walked into your dealership to buy a car. And they are also aware that you are there to sell them one. Since all of this is common sense try making the customer feel as if they are here to own a vehicle rather than you are there to sell them one. There is a difference. Because customers in general don’t like being sold to.

Since almost all customers don’t like to be sold, it’s your job to get that nervousness out of the air and ease that tension. Start asking them open-ended questions and allow them to talk. Break the ice and start asking them questions about themselves such as:

Where do you work?

Do you have any kids?

The idea is to slow things down and get off topic and talk about something else other than selling them a car. This is called building rapport and it’s the easiest way to make the customer feel comfortable. Now don’t just build rapport, qualify at the same time. Building rapport and qualifying should be done side by side. If you do these 2 things then you ease the tension and at the same time figure out what vehicle to present to the customer when it comes down to showing them a car. It will also save you time and help you close the sale.

How long should the car salesperson build rapport?

There really is no set time. The correct answer would be as long as it takes. You can go through the basic steps and still keep building rapport, as long as you have control over the conversation you should be okay.

In the car business you need to learn how to be a people person. If that’s natural to you then use that to your advantage. Entertain and be humorous as possible without being rude. This sums up the sections about building rapport. There are a lot of other factors I teach to properly selling a car and closing the sale. But building rapport is a must.

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This entry was posted on Saturday, May 24th, 2008 at 12:09 am and is filed under Business. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.