How to Identify Needs

How to identify the needs of the buyer and why you need it. Once you arrange a salesman you are immediately told about the stages of sales and after the acquaintance you need to identify the needs.

"Why? Yes, I'm already selling it" - I want to say right away,

But! Buying a car, and just any purchase helps people get what they want. You must identify the needs and make an offer to the buyer, from which he can not refuse.

"It's simple!" - you will say.

However, you need flexibility, you must tune in to the client's wave, understand what you need to tell this visitor, and what words you need to use in communicating with another.

The skill of identifying needs allows you to talk about your professionalism and distinguish you from "walking price lists".

Statistics inexorable thing.
Recently I met interesting material, which stated that 70% of customers buy not quite the car that they planned. Of course, this did not surprise me. When I myself sold cars, I had such deals. The client came and said that he wanted the car "X", and left the auto show for cars "Y".

Professionally trained and trained sellers always sell what is in stock and what is most suitable for the buyer. After you have found a common language - the sale becomes quick and easy.

If in the course of communication you can tell that your offer is better and, most importantly, the client will understand this, even if he does not buy a car now - you won. You helped the client understand his wishes.

This is the professionalism of you as a seller. You get satisfied customers, a higher salary and you are recommended. Advantages of the client from communicating with you - the minimum time spent looking for the perfect car. Thanks to you they found a car they could not even dream about.

According to statistics, people buy a car once in 2-7 years, and you sell them every day. You must be an expert in your field.

All you need in the process of communication is asking questions to understand the client and keep control over the situation.

I would like to offer you a simple option to start selling or how to identify needs

First ask the client how he plans to use the car after purchase and try to get the maximally detailed answer. Do not ask "why do you need it" or "what is needed".

You can also ask about the expectations of the car that a person wants to get.

Here you can get the answer: "I need an economical car." However, you need more information. You can ask: "What other wishes?" If you have not received an answer, then it's time to take the "bull by the horns" and start asking questions about the size of the car (it may have restrictions on the height of the exit gate threshold in the garage), color, , Which should be placed in the machine.

In the end, you will get something like this:

I need an economical car, in which 4 people will be comfortable.

The machine must have a minimum of 4 doors.

The machine should be dynamic and have good brakes.

The machine should have a light color and as long as possible warranty.

Excellent. You have received the first and the information you need.

What to do now?

Repeat all that you heard as accurately as possible using the client's phrases. And summarize

"As far as I understand you, you need a car X, you want it to be equipped like Y and look like Z"

Carefully follow their reactions to your small monologue. If you see joy and relief on the face - then you understand the client correctly and he is ready to listen to you further.

Then it is necessary to move on to the definition of concepts, namely, what he means "economical," "dynamic," "light."

Most often it happens that you do not have such a car, but do not be afraid of it. Show what you have and concentrate the client's attention on what is in the car from the wishes of the client. This is very difficult, but there is no other way.

If you successfully passed the stage, go to the financial component of the transaction.

Good luck.