From top to bottom, your dealership needs to be a well-oiled machine. Building confidence with your customers and employees is an important part of selling cars. Especially given the traditional mentality behind the ‘old-school’ car salesman, now is the time to achieve a new level of transparency and trust. Instill enthusiasm into your customers by illustrating the true aspects of every piece of inventory on your lot. Boost the confidence of your sales staff by preparing them for every interaction. Not sure where to start? Here are the top five ways to boost the confidence of anyone who steps foot on to your lot.
5. Step Up Your Inventory Management Game
Get a solid foundation on where you stand with your store. To do this, you need data. Start by deploying an advanced tool for inventory management that will solve the problems your customers are facing. Be prepared with the analytics necessary to turn your sales staff into superstars. This is the first step to transforming your store. Empower your customers to get as much information as possible and power-up your sales staff to deliver on every want and need of each individual.
4. Deploy a Digital Showroom
Now is the time to bridge the great digital divide. Having a digital showroom separates you from your competition. It gives you a leg up by providing a superior customer experience. Give a platform for consumers to engage with your brand. Your employees will be prepared with the data needed to show vehicles to customers. In particular, you empower your employees to exceed your customer’s expectations during every interaction and touchpoint. Having a digital showroom allows you to simply scan and share market value comparisons, full equipment details, vehicle history reports, certification information, and more.
3. Make Trade-ins a Two Way Street
Transparency is paramount to instilling confidence in your customers. Your staff should be able to walk customers through the trade-in/appraisal process and put them in the driver’s seat of the best deal possible. This portion of the experience includes many questions. So you need to make sure that the voice of your customer is heard and that your staff has the ability to address every need and concern. Think of it as the art of conversation. Your salespeople need to listen while also providing answers to complex questions. Make trade-ins a win-win scenario with a solution that addresses customer needs while empowering your staff. Supply the insights necessary to deliver the best deal possible on each vehicle. You hold more gross while your customer wins on the transaction.
2. Write Ads the Way Your Customers Want
Properly merchandising your lot can make the difference between a win and a loss. That’s why you need a rich data platform that automates your vehicle listings. This brings traffic to your lot by providing customers with the data and information they desire. Cars are merchandised in a way that all of the details are easily accessible. Customers will feel that they are being treated with respect, and will shop with more confidence. Meanwhile, your staff will have access to the best data available, making them knowledgeable about features and packages on each and every vehicle.
1. Transform the Face of your Lot with Sales Enablement
When it comes to tools and technology, there are a lot of fancy words and phrases that are thrown about. One such phrase that is trending now for automotive retail is “sales enablement”. And there are many good reasons why. You need to enable your lot with tools that can sell inventory during every customer interaction. Sales enablement means you are equipping your team with the best stack of solutions available. This puts the customer in the driver’s seat and lets you hold as much gross as possible on every transaction. Your employees become experts and your customers reap the benefits.
As you can see, building trust with your customers is paramount to the success of your store. Be open as possible and nimble with your ability to provide next level, omnichannel experiences. Remember that sales enablement tools are allies for your customers and your staff. Want to learn more? Schedule a demo today with MAX Digital to learn what solutions are right for boosting confidence at your dealership.