Have you ever tried to sell cars from the customer’s point of view? Think about it for a moment. When you go into the store to purchase an item, how does the salesperson treat you? Are they there to work for you or are they there to simply make the sale? The way you want to be treated by a knowledgeable salesperson that can make recommendation based on what you need and want is the type of salesperson we all look for.

With that in mind, ask yourself if you are selling a car to a customer based on their perspective as the buyer and not as the seller. If you answered no to that statement, then you need to think about your current selling strategy and put it into perspective. If you sell a car to someone by being the customer, you will be able to look at everything from their point of view and get a better understanding of their needs and wants.

Four steps of selling like you’re the customer

Let’s take a look at the four steps most customers - including yourself - take when they go to buy an item.

Step 1: The relationship between the salesperson and the customer must be established.
Unless you and your customer develop some form of relationship, then more than likely the sale is not going to happen, even is you can sweet talk the devil into buying an air conditioner. The more powerful the relationship between you the car salesperson and your customer, the more likely a sale is going to be made. You want to develop trust between you and your customer so that they know you are not trying to sell them a car they don’t want.

Step 2: The next step is determining whether or not there is even the possibility of purchasing from you as the car salesperson.
Is the customer able to understand how the automotive sales business functions? What authority you have as the salesperson to help them get into the vehicle? Whether or not the salesperson is listening to what you want. Ahthat’s the big one right there. Are you listening to what your customer is asking for. You wouldn’t like it if a salesperson didn’t listen to you and tried to sell you something you didn’t want. You’d walk away. Don’t chase your customer away. Listen to them instead.

Step 3: What kind of opportunity are you offering your customer that no one else is?
Your customers are going to be weighing the pros and cons of buying a car with the biggest consideration being price. Talk to them about what they thinking, how they are feeling. Listen to their concerns before putting any form of offer on the table. This helps them feel safe that they are making the right choice in purchasing the car from you.

Step 4: Finally, allow the customer time to decide on their course of action.
If you push too hard right away, you’ll lose the sale. Let them make the decision and listen to any concerns they have when they decide to give you’re their final answer.

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