5 Things You Must Know About Your Customer

Everyone loves talking right? No, let me rephrase that… Everyone loves taking about themselves! And everyone loves people that take an interest in them. For who they are, not what they have in their pocket and what they might do…

Our job as salespeople is to build quality relationships with customers so they feel befriended, and therefore comfortable with you and the dealership that helps bring the barriers down to build better rapport and lessen the risk of them buying from your competitors.

Sales managers, this blog is especially for you because these are the 5 questions you want your salespeople to know in depth before they are standing in your office looking for a price or giving you an update as to where this customer is at.

Whilst we are in a very competitive price driven market, we can limit the need for customers to shop around by connecting in a real way with our customers.

A good friend of mine shared with me the other week, “Dave it’s hard to fire your friends.” What he meant was if your customers consider you a friend of theirs, it’s going to be pretty hard for them to not use or continue to use your services. Great advice!

So while the needs analysis questions are important to find out how to tailor your pitch and presentation to the customer, taking a real interest in your customers will hold you in a much better position to sell and not have that customer buy from your competitors down the street.

Here are the 5 things you must know…

1. Where do they live?

Are they locals / born and bred local? 
How long have they lived there? Like it?

2. Marital status? 

What’s their Name? What do they do? Where are they today (if not together) 
Will they be driving the car? Do they have their own? 
Do they like to be involved in the purchasing decision?

3. Kids? 

What are their names, how old, what school do they go to? What do you think about buying a new car? 

4. Occupation?

How long have hey been doing that? What do they like about it? What do they dislike about it? What made them get into that?

5. Interests

Hobbies /weekend recreation activities / favourite footy team? 

Their next Holiday destination and places they will take the car? 

 So don’t just find out this info, but try to find points of connection and mutual interests and see how long you can talk “non car” for. But remember this is talking about them and their stories,it’s not your opportunity to tell your stories and bore them to tears!

Just like a hair dresser, shut up and listen!

Find A Friend First!


Great selling!


Dave Benson

www.reachingyourpotential.com.au

Views: 40

Reply to This

© 2024   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service