Creating trust, generating confidence and supporting customers through the buying process are proven ways to close more sales.
News stories describing the downturn of used car sales are abundant, and especially during a cost-of-living crisis, consumers want to get good value for money.
It is a Sales Advisor’s role to combat this by giving the consumer what they need, perceive value and to close that sale.
Customers looking to buy have a lot of options and will often already have undertaken in depth research about a vehicle before getting in touch with a dealership.
The Sales Advisor should be an expert partner and assist the customer to make an informed decision.
Using video for this enables you to provide personalised presentations of a vehicle, create a relationship with the customer and limit the feeling of sales pressure.
Video brings the showroom and the forecourt to the customer anywhere, levitating the barrier of having to travel to view a vehicle. Use your first contact with the customer to find out what they are looking for specifically. Is it the interior that made them show interest in this particular vehicle or the full-service history? Be sure to highlight those aspects in your presentation.
Personalised presentations go beyond the traditional channels to provide a memorable experience.
But often the final decision does come down to the price.
Part exchange is often an integral part of the sales process and can be a great tool to complete the negotiations.
Just as video gives your customer everything they need from a distance, video can give you everything you need to accurately secure the part exchange and sale.
You decide what you need from the customer, what visual assets and any qualifying questions and you can give the best price, first time, no back tracking or negotiations.
Using video in your sales process is proven to professionalise and personalise your business whilst creating trust and transparency for the customer.
Here’s a few headline tips from us:
o Use a personalised intro video
o Ask for specifics the customer would like to see
o The part exchange will clinch the deal
o Use integrations to improve your service
o Add a video survey
For tips on how to create the best Sales videos check out our story here
