Sie sehen sich mit Einwänden von Kunden konfrontiert, die einer anderen Marke treu sind. Wie können Sie sie zu Ihren Fahrzeugen bewegen?

Building strong client relationships is an art, especially when they’re loyal to another brand. Instead of pushing too hard, acknowledging and respecting their loyalty can be a powerful start. It’s essential to show that you understand the bond they have with their current brand—after all, loyalty is a value worth celebrating. -Highlight what makes your vehicles stand out: Reliability, Innovation, and customer support. -Share specific examples of how your brand has gone above and beyond for its clients. -Encourage them to explore the benefits firsthand. -A well designed & effective demonstration or a personalized test drive can reveal the potential of transitioning to a brand that aligns with their high standards and but trust.

When vehicle specifications change or indeed there’s an introduction of a new model year, it is always wise to treat your existing owners and drivers with never ending respect for their loyalty to the brand. Always remember that after the expenses of the original new car purchase, the customer/lease company or business owner is still investing in the maintenance of the vehicle throughout its lifetime. Work out how much the overall turnover of this vehicle has been. Don’t emphasise this with the customer but just remember how the clients have spent with your business. You will always have customers who have been offered amazing incentives on other brands. Acknowledge and be grateful for their transparency and openness. It makes everything…

Sales is an emotional process and thus first step is reduce resistance to new options. Only way it can start is acknowledging loyalty which customer has towards earlier brand. Viz : It great to know, I learnt something new etc. Brand loyalty is not just product it is much more like good service experience. Sales person, testimonial influence, transparency and others. Thus understanding key driver which every customer values most in relation to brand loyalty is crucial and it can done with open question - what makes you loyal to XX brand? Patience must be exhibited to to make customer realises that he is decision controller and sales person role is supplying him with all advice & tools to make best decisions to build trust .

First step is to Acknowledge and Commend the loyalty. Next step is the most important one, that defines steps after. - That would be to "𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘁𝗵𝗲 𝗹𝗼𝘆𝗮𝗹𝘁𝘆". 𝗔𝘀𝗸 𝘄𝗵𝘆 𝗱𝗼 𝘁𝗵𝗲𝘆 𝗹𝗼𝘃𝗲 𝘁𝗵𝗮𝘁 𝘀𝗽𝗲𝗰𝗶𝗳𝗶𝗰 𝗯𝗿𝗮𝗻𝗱? This helps you to know your customer better and move onto the next steps move comfortably based on their response.

Brand loyalty is built on lore. A body of anecdotes developed through personal experiences and the opinions of the people we respect. Changing that won't happen overnight, nor should it. Instead, the focus should be shifted to building brand loyalty around you as a salesperson and the dealership you represent.

The customer preference map effectively differentiates between customers who prioritise fuel efficiency, safety and eco-friendly technology. It provides clear insights into customer preferences and helps anticipate future needs. This understanding empowers customers to make informed decisions based on their priorities. By conducting customer surveys and delivering personalised solutions, the brand aligns with individual values, ultimately creating loyal customers who advocate for the brand.

It's important to highlight how your brand can offer long-term value that aligns with their current brand preferences. For example, discuss the resale value, maintenance plans, or exclusive features that may exceed what their preferred brand offers. You can also draw comparisons between their favorite vehicle’s features and how yours matches or surpasses them in key areas. By providing a side-by-side look, clients can see how switching brands doesn't mean compromising their priorities, but rather enhancing them.

I would always advise against bashing your competitors. If they have a client's loyalty, it is for a good reason. Mention what makes you similar to your competitor, before mentioning what sets you apart. You want to be on level ground before you start to elevate your brand. Going straight to the elevation can be seen as too salesy and pushing to hard, which send that client straight back to your competitor.

Life is never a smooth ride as, there is always the fear of the unknown. If there’s doubt about your brand or product don’t read between the lines and just honest about what you have to offer and what you want to say. Don’t or never undermine your customer’s opinions but agree and try to overcome their concerns. Share as much as you can about your business and your products as, this will be a positive experience for your customers. Always follow up with your business offers. Emails can be read and sometimes misunderstood and actual conversations are more personal and can create an impact…

Be positive about your offers and save or write down what you have done. Don’t ’feature dump’ with unnecessary jargon. Use your additional offers and benefits as a tactical way and an advantage when closing the sale. There will be the situations whereby another business may have offered everything up front, leaving no additional margins for negotiating with. When be confronted with this, find out what qualities there are by using the alternative sources. The other offer might create a lower price but always reinforce what you will do such as transparency and providing updates and keeping your customers informed.. Communication is imperative and will create an individual unique level of service, confidence and most importantly, loyalty…