Five Simple Ways to Be a Reliable Salesperson
Salespeople frequently have a negative reputation for being unreliable. Even when the odds are against you, establishing your customers’ trust is essential to increasing your sales. It’s time to overcome the odds.
In a 2016 study, customers were asked what they found most annoying about the car-buying process. The study’s findings were contrasted with what vehicle dealerships said customers disliked most.
In most circumstances, you’d assume a dealership would be aware of the things that irritate its clients. However, the study’s findings revealed that when it came to identifying their customers’ pain points, over 32% of dealerships completely missed the mark.
The majority of the dealerships that took part in the study thought that customers were most unhappy with the length of time it took to actually buy a car. However, the majority of customers stated that their biggest issue with purchasing a car was their lack of trust in the salesperson. Only 16% of dealers thought this would be the most typical response.
It’s unsettling how the opinions don’t align. If dealerships aren’t even aware of what their customers want, how can they engage them?
They seek out trustworthy salespeople. Actually, 71% of customers say they’ll purchase a car “because they like, trust, and respect their salesperson. “
What can you do to be that dependable salesperson and pick up your game? Following are five easy steps:
1. Disclosing information honestly
The way consumers approach automobile purchases has been significantly altered by the internet. Today’s consumers spend more time researching vehicles than they do inspecting them in person. Customers won’t stay to learn more if you don’t tell them the market price upfront.
If a customer must take a test drive before speaking with you about rates, more than half of them will depart. Take no chances. Be sincere right away to give your clients an opportunity to believe you.
2. Recognize the importance of your nonverbal cues.
Consider this: Would you be more likely to believe someone who is grinning or someone who is frowning? We underestimate how much trust or mistrust our body language can convey.
Check out this guide on face-to-face communication for effective nonverbal behaviors that strengthen rather than undermine trust.
3. Keep in mind that presentation is everything.
According to statistics, if your consumers are pleased and impressed with your presentation, half of them will purchase a car from you right away. They are more likely to believe a salesperson who is knowledgeable and honest. Even more so than the car itself, how you show a car to a consumer might influence their choice.
Pay attention to the way your client reacts. Depending on how they process information, adjust your presentation. For instance, a visual learner won’t require you to explain as many things to them as an aural learner would. Keep an eye out, and be alert. For further advice on presentations, click here.
4. Be true.
Being real with your customer is what all these processes ultimately boil down to. An honest and sincere salesperson will have these qualities. Customers want to deal with salesmen who are genuine and are not disguising themselves.
5. Make the most of technology
The study’s findings showed that dealerships that employed technology to close transactions were more favorably received by customers than those that did not. According to the paper, “mobile technology encourages transparency.” Consumer trust grows as mobile solutions are used more frequently during the sales process.
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