Why can't car salespeople take the time to build rapport? To earn professional wages in the car business, you must stop from meeting the customer and trying to close right away. And the worst part about it is, using price as your closing tool. Closing on price might sell you a few cars but it limites your earning potential to earn as a professional car salesperson. Grasp the idea that a customer must like you before they are ready to spend thousands of dollars on a vehicle. In order for them to like you, you must build rapport. If you can find common grounds with the customer then you'll have an easier time to go through the basic steps of sale. Or else, good luck selling a car on price alone. 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. If you've been selling cars for a bit now then you know people don't like being sold to. So start by asking tons of open-ended questions to make them feel comfortable and at ease through the entire process. Break the ice as quickly as possible. Ask them questions such as: Where do you work? What type of work do you do? 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? Only you can answer that because every customer is different. Some are easy to break the ice with and other customers will be tougher. But if needed take as long as you need to build rapport. But you must build rapport to increase your chances of closing the sale. 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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