Put the salesperson in the driver’s seat

If you have ever wondered who has control of the conversation, the salesperson or the customer, the answer is simple. The one asking the questions! So, if your customer starts asking, “Do you have any....?” or “How much is...?”, he/she is in control.

Try turning things around, by asking the customer, “What brings you into our dealership today?” That puts the control in your hands and gives you confidence to start your qualifying questions. With the control you need, you are ready to help select the right vehicle for your customer. Develop the habit of asking questions when you are walking around the dealership, standing in the lot, or sitting in the office with your prospect. Don’t get caught in the trap of only answering questions, and not gathering the information you need to do the job you were trained to do.