Selling used cars is all about sealing the deal but the success of sales personnel hinges on their followup and how it’s done. Consumers view the car-buying process as stressful, confusing and time-consuming. Making the purchase process quick, easy and painless is what the most successful car sellers do best.
The sales personnel at Florida Fine Cars do exactly that. The dealership’s top sellers for February and March are almost all repeat winners.
Jon Ansari was Hollywood’s top salesman for the same period, selling 17 used cars in February and 18 used cars in March. Jose Acosta was the Miami store’s stop seller in February with 20.5 used cars and Tyrone Thompson was Miami’s top seller in March with 30 used cars.
All four top-selling sales associates know that great customer service is what selling used cars successfully is all about.
Too much, too little or too late are all factors that tank sales and keep customers from coming back. High pressure, low pressure or a failure to return phonecalls can be dealbreakers. Finding a balance is the foundation of success.
3 Reasons Customers Come Back
Becoming a top-seller isn’t easy. It takes time, a dedicated work ethic and the ability to establish trust. It’s no surprise the best sales personnel are successful month-after-month: most follow a process to ensure customers come back or refer them to others. Here’s some best practices that keep customers smiling.
1.) Clearly Explain Value & Pricing
Customers want good value above all else and a sales associate who can clearly explain why a deal is great is going to make the sale.
According to AutoRemarketing, customers’ reasons to buy stem from transparency. A salesperson who is straightforward about price points, dealer benefits and added perks such as free loaners is more likely to get a customer to sign on the dotted line. It’s all about building trust.
Florida Fine Cars’ sales personnel work hard to make sure customers understand exactly what kind of car they are purchasing so car buyers are happy with the used car they take home.
Money Magazine notes that nearly three-fourths of consumers, or 72 percent, also want to complete their credit application and financing paperwork online. The reason is simple: they want to save time at the dealership and have less pressure filling out the paperwork. Progressive dealerships like Florida Fine Cars make this service available online with a simple mouse click.
2.) Follow Up in a Timely Manner
Calling customers back is key to sealing any deal and a customer who’s on the fence may just need a little time to think. The best personnel know how to follow up without harassing the customer. A car buyer likes to know their salesman has their best interests at heart but someone who relentlessly dogs a customer is likely to have a negative effect.
3.) Communicate by the Customer’s Preferred Method
If a car buyer wants you to stay in touch by email, then use email. Or if they prefer texting, text.
- 60 percent of baby boomers prefer a phone call and 40 percent prefer email; Gen Xers and millennials are split 50/50 between email and phonecalls.
Honesty is the Best Policy
Today’s customers are more educated than ever because of the availability of third-party research tools such as Kelley Blue Book and Edmunds, which help take the uncertainty out of car shopping. Customers arrive ready to buy a car with knowledge about pricing, competition and Carfax Reports. Savvy dealers understand the Internet can easily expose shady practices.
Florida Fine Cars offers customers a free Carfax report with every used car on its website, and access to the Official Kelley Blue Book Guide to make price comparisons easy.
Shop Florida Fine Cars in West Palm Beach, Hollywood & Miami
Florida Fine Cars offers nearly 1,500 quality used cars for sale priced thousands below retail at its three locations. Florida Fine Cars dealerships are conveniently located in West Palm Beach just north of Palm Beach International Airport and just off Florida’s Turnpike, and in Hollywood and Miami.
Drive home your dream car today!