Last Updated on May 18, 2022 by MABER SAL
In particular, the flow chart of the vehicle sales process is used to summarize each of the necessary steps that must be taken for a sale. In particular, this flowchart is usually divided into nine different steps that mark the correct procedure to be performed.
Car Sales Process Flowchart
|1||Meet and Greet|
|5||The test drive|
Car Sales Process
Meet And Greet
In this case, it is the initial and important step to provide an excellent image to the client. The customer will be received by the salesperson who should be efficiently trained to do so. The salesman must offer a big smile and a friendly handshake.
In this way, it will be much easier to establish an excellent connection between both people. At the same time, this is the best time for the salesperson to detect some of the characteristics of the customer.
When the salesperson detects a lack of confidence or shyness, he or she can use these factors to his or her advantage during the sales process. Beyond that, it is only the first step and first impressions.
During the introduction, the seller should choose his words very efficiently. To begin with, the seller must offer his business card and disclose his name clearly and firmly. Also, it is very important to maintain eye contact at all times, while the salesperson offers the customer a comfortable seat.
In this case, this is an excellent opportunity for the salesperson to gain the power of the situation and the conversation. In the meantime, it is also important to detect what the customer’s real needs are.
A customer will not be looking for the same vehicle if he wants comfort or if he is looking for luxury. By observing this, the seller can offer him the right car.
After the introduction has taken place, then the salesperson must collect certain information from the customer. By doing this, then the salesman can get every important detail, which serves him to know the customer and his profile more deeply. In turn, some data is necessary to enter the customer into the database.
Some of them are the phone number, address, full name, and e-mail address. Also, this is the exact moment when a salesperson must efficiently qualify what the client’s needs or wants are. So, some useful questions are:
1.Are you looking for a five-door or three-door vehicle?
2. What type of engine do you want for your vehicle?
3. How often do you want to use your vehicle?
4. Have you owned a vehicle before, how many?
5. How much money do you have for the purchase of a vehicle?
6. Have you seen a model and color that you like?
Each of these questions will help form a complete customer profile. After that, the seller will be able to offer a certain car more efficiently and convincingly.
From this point on, a seller should have already collected all the information necessary to complete the sales process. In turn, a salesperson can use all this data and show new information to the customer. Besides, it is not recommended that a salesperson asks about the budget of the customer or how much money he wants to spend.
Also, a seller should provide all information that is relevant to the customer about a certain vehicle. The customer should already have selected a vehicle from those available. Once this happens, then a salesperson should request the valuation of a vehicle from the manager.
The Test Drive
Of course, I couldn’t miss the test drive for the client. By doing this, a salesman will be getting two different benefits. On the one hand, the customer will be getting to know the best details of a vehicle more convincingly. On the other hand, and more importantly, a salesperson will be creating a desire to buy the car from the customer.
Therefore, during the test drive, the salesperson should ask a set of questions must be asked from the customer. The test drive takes no more than about 20 minutes, which is more than enough time for these little tricks. Some useful questions are:
1.How do you feel about driving this vehicle?
2. Is the seat comfortable for you?
3. Do you feel the power of the engine?
4. Do you like the visibility you have in here?
5. Is the driving level smooth?
When a salesperson asks affirmative questions, they can usually get positive answers. This, in turn, is one of the most useful ways to create a strong feeling of desire. So, when this step is built efficiently, the customer will continue to buy the vehicle.
Once the test drive is over, then a seller must offer different forms of financing. Here, it is simply a matter of providing a set of solutions to the customer to further facilitate the purchase of the vehicle. Here, it is a good time to try a successful closing. Some effective questions to ask are:
Do you want to leave a deposit for this vehicle?
How much do you want to pay per month when you finance this vehicle?
This is also a good opportunity to provide various insurances and protections that increase the value of the sale. Besides, a seller should be aware of the customer’s objections so that they can be challenged.
To secure the sales process, then a salesperson must inform the manager about the steps that have been taken so far. Here, the manager may be able to provide some support and help for the seller to close the sale process. Usually, this involves acquiring additional information to be able to refute the various objections of the customer. The concrete objective is therefore to close the sale at that point.
On top of that, the negotiation process is necessary to reconcile the interests of the client and the seller. The client should already know what the different concepts and costs of the final price are.
Once this happens, then the client should select the form of payment, as well as the financing. So, the negotiation ends when the customer and the seller agree on the final figures about the vehicle.
Finally, to reach the closing, both the client and the seller must agree to the previous negotiation. So, when this happens, then the client will be willing to make the purchase. To do this, the customer must be completely satisfied with the vehicle he’s buying.
So, for the closing to be established effectively, then the customer must sign the purchase order and deposit money. Also, both parties must agree on the pick-up point of the vehicle.