Creating a Memorable Car-Purchase Experience – It All Begins with the Salesperson

qualities-of-a-great-sales-person

Whether you’re in the market for a new or pre-owned vehicle, you are spending your hard-earned money and you will want to have a good experience doing so.   We at Tischer Auto take pride in providing the ultimate sales/buying experience. Our knowledgeable sales professionals are charged with ensuring a memorable experience that builds a lasting relationship with our customers. How do we do it? By guaranteeing that certain tenets of business and sales methods are followed:

  • Attitude – this, folks, is everything! From the minute you enter the dealership to the moment you drive off the lot in your car – the attitude of those with whom you deal will make or break your car-purchase experience. Car Sales Professional says that the best salespeople have, “…a positive attitude regarding the car business, the dealership where they work and the product that they sell… Face it; how good can you be if you don’t believe in your product, your dealership and your profession?” They go on to state that, “…most customers have a sixth sense and they can sense things that you can’t hide. A poor attitude comes out in variety of different ways regardless of your words.” Car buyers should expect to deal with a professional wishing to create a lasting business relationship, instead of a person just wanting to close a sale.
  • Knowledgethis is one of those things that can’t be faked. A salesperson’s knowledge of his/her product(s) comes through as soon as a conversation is started or questions are asked. Your salesperson should know at least the basics about the vehicle in which you are interested. For example, he/she should know the answers to questions such as, “what size is the engine?” And “how does this car stack up against its peers?” without having to say, “I’ll have to get back to you on that” or checking out an info sheet, a card, or a script.
  • Listening skills – your salesperson should ask you probing questions in order to glean information on exactly what you’re looking for in a vehicle. Then, he/she MUST listen carefully to your responses, even taking notes, so that he/she can zero in on the right car for you. And, no, this does not include the question, “How much do you want your loan payment to be per month?” Your answer to that question should always be something like, “You let me worry about that, I need you to find me the right car and the right deal.” A sales professional should ask you questions like, “How will you be using this car?” so that he/she can determine if an SUV, a crossover, a sedan or coupe will be appropriate for you; “Are you more interested in saving on gas or in comfort for long trips?” so that he/she can determine what options/upgrades you may be interested in; and finally, “What is your price range?” so that he/she can keep the sales experience within your budget and not reach for vehicles above (or below) your price limits. Listening is KEY to the overall sales relationship – and you should expect your sales professional to listen to your requirements/constraints and respond to them accordingly. Business Insider says that your salesperson should listen more than he/she speaks. So if you find that your salesperson is talking, talking, talking, understand that this person is not listening to you.
  • Customer Care – this includes a focus on building a long-lasting relationship, not being pushy to get a sale. A minimum expectation of your sales professional is that he/she not push you into something that isn’t right for you either budget-wise or vehicle-wise. This person should take everything you’ve discussed and put it all together to create a tailored sales experience. After all, you’re spending your hard-earned money and your valuable time with him/her in order to purchase a vehicle that will more than meet your needs.
  • Negotiation Skills – this includes the ability to know when to back off. For example, a good negotiator is not going to keep pitching to you when he/she senses that you are done for the day. It’s possible, in fact it happens all the time, for your salesperson to know that you’ve got to take a break, go home and discuss the options of your purchase with your family/significant other and come back another day. Back in the day, salespeople were told not to let any “fish on the hook” to leave or they would lose the deal. That is simply not the case today. Today, with so much information at our fingertips, it’s more than possible for a customer to leave, sleep on it, and come back with a decent counteroffer that they and the salesperson can live with. So if your salesperson seems desperate not to let you leave without closing the deal, leave and consider another dealership. This is better than caving to someone against your intuitions and having buyer’s remorse.

At Tischer, we have built our reputation on the life-long relationships we have with our customers. We also hire salespeople with the above tenets in mind. Because at the end of the day, it’s not the sale that makes our dealership one of the top in the area, it’s our quality family of employees who make Tischer a successful dealership that our customers are loyal to and recommend to their friends.

Are you in the market for a new or pre-owned car? Come on down to Tischer Auto and we will show you how a tailored sales experience is done! We look forward to seeing you soon. In the meantime, if you have any questions or comments, please leave them below.