Dealing with skeptical buyers of previous model versions. How can you address their concerns effectively?

The most important thing is to stick to the facts. For starters, an automobile is often more expensive at the beginning of its lifecycle than at the end. So, if you’re looking for the ‘best price,’ you might want to consider a previous model that is still in stock. Also, keep in mind that cars tend to get bigger, have new drive trains, more standard equipment, and additional safety features due to updated regulations. Therefore, a newer model typically offers more but also costs more. If people complain that cars have become more expensive, they are correct, but it’s important to note that you are getting much more than in the past. Explaining this is key!

When dealing with skeptical buyers of previous model versions, honesty and understanding go a long way. •Acknowledge their concerns openly—whether it’s about quality, performance, or reliability—and validate their experiences. •Let them know what’s been improved and why your newer models address the issues they experienced. •Offering a demo or free trial can help ease their worries. •Be patient and open to their feedback, and emphasize that you’re committed to their satisfaction, not just the sale. •Building trust through transparency and attentiveness will help turn skeptics into loyal customers.

Probefahrten machen das Unbekannte erlebbar. Die eigene Erfahrung vermittelt einen individuellen Eindruck. Und das am besten nicht nur für eine Stunde, sondern idealerweise über einen längeren Zeitraum.

Abordar las preocupaciones de compradores escépticos requiere, ante todo, generar confianza. Esto implica ser transparente, proporcionar información clara y demostrar cómo el nuevo modelo ha mejorado en comparación con versiones anteriores. Al compartir testimonios, datos de rendimiento, y tu experiencia personal con el modelo, ayudas a disipar dudas y construir una relación de confianza. Este enfoque no solo mitiga el escepticismo, sino que también refuerza la credibilidad, haciendo que el comprador se sienta más seguro en su decisión.

Be courteous, ask questions about them, build a dream scenario of a specific model and tell them the highest price first. then the lowest price.

Insbesondere bei Elektrofahrzeugen wird der Zustand der Batterie angezweifelt. Hier gilt es als Anbieter offen und transparent zu agieren und den State of Health offen zu kommunizieren.

Abordar las preocupaciones de compradores escépticos sobre versiones anteriores del modelo es más efectivo al enfocarse en los beneficios de la actualización. Destaca las mejoras y avances en la nueva versión en comparación con la anterior, como características de seguridad mejoradas, tecnología actualizada y mayor eficiencia. Explica cómo estos beneficios aportan un valor añadido y cumplen con las necesidades y expectativas del cliente, lo cual puede superar la incertidumbre sobre las versiones anteriores y justificar la elección de la versión actual.

Dealing with buyers offering them “previous model" versions? WOW! Good question, this topic is HOT: every 6 months there are “facelifts” and “revamps” of cars of all brands. The “new” MY 2024, 2024 and a half, 2024 and three quarters are rolled out amidst trumpet blares and drum rolls at every whim of the automakers' marketing managers. This policy puts a strain on dealers (who have large inventories of “older previous models” that really only have a different headlight or seat cover than the current version)... The sales force is also in trouble because it has to motivate price increases for invisible micro-modifications but need to push on the sales of the cars available in the lot! When will just-in-time production solve these problems?