What's the best way to identify the perfect car for your customer?

Listen, listen, listen. And then suggest and advise respectfully. But never criticize the customer's initial preference. Pointing out specific vehicle advantages that suit the customers needs is very powerful.

It’s simple…. Listen more than you talk. If a customer has anything to say, listen to them. Showing someone multiple cars, will just make the process harder for you and them. Be up to date on product knowledge, and tell them about the product that will work for them, not the other 50 million that might work. In order to build a Custer base that can withstand your carrier, you need to build a relationship with you’re customers based on trust. They should know you will do the research they do not have time to, and the footwork that they shouldn’t have to.

I think two things are very important , his price band and his usage requierment. We need to then suggest the best fit , sometimes family size also matters, like number of children, and parents if maids are there that too. I have also noticed pet owners usually prefer a SUV

Open ended questions provides an opportunity to understand the customer personality, their needs and the specifics that are looking for in the car. However, it is important to avoid asking too many questions, which may make the customer feel as an interrogative session. Structuring your questions based on the outcomes or information that one would like to get from the customer is important. Also, wherever possible try to merge two questions together to get more information, though the customer feels that he/she is answering only one question.

If it’s one person you are talking with always ask what’s important to their partner in a car? Ask questions with great specificity. The type of driving and kind of places your potential client visits. They may respond that visits to coastal or country areas are common. This allows you to build great repoire by not just understanding who you are dealing with but also caring. The one quality that I would suggest makes a good sales person great is empathy. When you really care about the person you are dealing they feel it. Give all the knowledge and care you have with no expectation of a sale. Your client base will end of full of quality people that appreciate integrity .

Agree. Some salespeople get so caught up in selling that they forget to listen to what the customer is actually asking & really needing. Being specialists in our field we should get to know our customers well enough to guide them in the most appropriate direction that will fulfil their needs & not just a sales target. This does lead to loyalty, referrals & great reviews.

I believe this and the open ended questions go hand in hand. The questions are important but listening and not assuming the answers is equally important. We do this for a living and should be professionals at it. Let the clients tell you what works for them. You never want to see a client 6 months later telling they wish they would have done it differently. I think that’s a bad judgment on you as a sales professional

I'd start by establishing a relationship based on trust. Once they understand I am here to look after their interests, I'd ask what their budget is, and what are the top 3 things the client is looking for in a vehicle. I would then tailor my vehicle choices around my client's needs and price range.

The FAB feature benefit Advantage analysis and elucidation is the best to convince customer coupled with a walk around to really demonstrate the car’s features

Don’t test drive Make the customer TASTE THE DRIVE BY THIS WE CAN AMPLIFY THE CARS CAPABILITIES GIVE TNE REAL FEEL OF TNE DRIVE

The most important Don’t counter Explain features and benefits and deflect the customer objections to positive features Affordability Total cost of ownership lower running and maintenance costs and better resale values can be pointers

Sitting with a customer and asking them what their wants and needs in a vehicle are.As they answer you write down the information as well as ask why those items are important. Finding out what they will be using the vehicle for and who the primary drivers will be is important as well. Selecting a vehicle that is based on the customers wants and needs is not only more likely to be a sale but usually garners better csi scores and referrals. This technique worked for me and my salesman during my 34 years in the automotive sales industry.