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How to Make it Easier For The Customer to Buy The Car

The end goal of every auto dealership and every salesperson on that dealership lot is to create a higher volume of car sales while maintaining a solid, trusted reputation. That is easier said that done, especially when a dealership isn’t equipped with all of the right tactics to make the car buying experience easier for the customer. After all, if buying a car isn’t made easy for a customer, they are substantially less likely to buy from that particular dealership or salesperson. In this post, we will take a look at a few things that you can do to making buying a car easier for the shopper and in turn have greater success selling more cars.

  1. Show No Signs of Desperation: A car buyer can smell desperation oozing out of any car salesman who needs to sell a particular car and who needs to sell it fast. The best way to avoid giving off any signs of desperation to the shopper is to simply not be desperate. Don’t try to push a car on them. Give them room. When a car shopper thinks that you are desperate to sell a certain car, that is a huge red flag to them. The moment you expose that you are more interested in selling a certain car is the moment that you expose you aren’t really interested in their needs. Not only is this hugely inconvenient for them, it makes it easier for them to walk away. Be open to showing them multiple cars and allowing them to make the final decision. Create an environment for them in which there is no pressure to buy a certain vehicle.
  2. Get The Customers to Talk About Themselves: Everyone loves to talk about themselves, despite what even the most introverted person may tell you. If you can get a person to open up, you can establish a good rapport with which you’ll be able to prove to the customer that you are a trustworthy salesman who has their best interest at heart. And the best way to get a customer to open up and feel that ease of communication is to ask them questions about themselves. Be friendly without being disingenuous. When you can get the customer to talk about themselves—their needs, their interests, their lifestyle—it will equip you with everything you need to know to sell them a vehicle. This not only makes the buying process easier for the customer, it also makes the selling process easier for you.
  3. Give Them a Sense That They Got a Good Deal: When it comes to selling vehicles, the best salespeople go above and beyond. When a person buys a car, they want to feel like they got a good deal. So give them that. It’s not likely that you will ever encounter someone who is buying a vehicle without any emotion. Almost all purchases are made emotionally and not solely for practical reasons (even if the majority of car purchases are for practical purposes). When the customer gets an incredible experience with you, the dealership, the actual purchase of the car, and what happens afterwards, they will come out of it with a heightened sense of fulfillment. Do what you can to give the car buyers the best deal possible.

Want to learn more about ways to improve the car buying experience for the customer? Or are you looking for ways to improve your volume of sales at your dealership? Don’t hesitate to contact us today to learn more about how our company can help you. We are dedicated to helping dealerships set up the best selling and financing experience for themselves and their customers.

Author: Pete Maclnnis

Author Bio: Pete brings over 37 years of experience in automotive finance and technology as Founder and CEO of eLEND Solutions.  Founded in 2003 as DealerCentric, eLEND Solutions is an automotive FinTech company specializing in online and in-store digital credit, identity and finance solutions designed to create a more efficient and profitable vehicle purchase process for the retail automotive industry. 

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