Here's how you can establish rapport with customers during a sales conversation.

Be Yourself. People don't want to be "sold" things. They want to be educated by passionate people who truly believe that the customer's time is a privilege to earn and care about the customer's overall concerns.

There are a lot of cliche’s in sales. Be yourself, have a conversation with your customer. The more conversational you can be the easier it is to gather information in order to make the Best Recommendation to meet the customer’s needs.

Sometimes, if the timing is right, you can win trust by gently steering them away from what they originally were interested in and introducing something even more suitable. You should have a better idea of their needs rather than their wants (which they will probably be unclear on). Builds trust and rapport in one go and often leads to easier upsell later.

One unconventional yet effective way to establish rapport with customers during a sales conversation is to share a personal story related to the product. For example, talk about a memorable road trip you took in one of the cars you're selling, highlighting how it enhanced the experience. This not only humanizes you but also helps the customer visualize the product in their own life. Additionally, practice active listening—mirror their language, acknowledge their concerns, and show genuine interest in their needs. Building rapport is about connection and trust, and these personal touches make a big difference.

Relax the customer and create a relaxing atmosphere. Car buying can be stressful, so if customers are relax and trust you, you close the deal!

What I find amazing about what we do: - There is a reason why you have 2 ears and one mouth, listen twice and speak once. - Don’t just listen to respond, listen to understand, then respond showing that you care and understand the customer view point. - We are in the customer service business.

Active listening is not just about hearing the words your customers say; it's about understanding the emotions and intentions behind them. By paying close attention and responding thoughtfully, you demonstrate respect for their opinions and insights. Ask open-ended questions to encourage them to express their thoughts and feelings about the vehicle they're considering. This not only helps you gather valuable information to tailor your sales pitch but also makes the customer feel valued and understood.

Listening is key. They have a wish list, budget and idea of what they are looking for. Find that out and move them closer to their next car!

I find out or I believe in one philosophy, don't sell anything to someone you would not sell to your mother! Period. If you trust the product, they will trust it. Reputation is keen!

Every customer is unique, with different needs, preferences, and buying motivations. Personalizing your approach means acknowledging these differences and adjusting your sales strategy accordingly. If a customer is a first-time car buyer, they might appreciate a more detailed explanation of financing options. Conversely, an experienced buyer might prefer to skip the basics and delve into specifics. By customizing your interaction, you show that you see them as an individual, not just another sale.

Enthusiasm is infectious and can greatly influence a customer's perception of both you and the vehicle. However, it's important that your enthusiasm comes across as genuine. Share what you love about the car they're interested in and relate it to their needs and desires. If they're excited about advanced technology, match their excitement when showcasing the car's tech features. Your genuine passion can help build excitement and momentum towards the purchase.

In a sales conversation, providing value goes beyond just the specs and price of a vehicle. It's about offering insights, sharing knowledge, and giving advice that can help the customer make an informed decision. For example, if they're undecided between models, discuss the long-term benefits of each option in relation to their lifestyle. By being a source of valuable information, you position yourself as a trusted advisor rather than just a salesperson.

Know in detail each product you are selling and how it will benefit your customer. Be ready to answer all the questions to allow your customer to make the most beneficial choice according to their needs. Make sure you are talking to the decision makers. Always think in terms of how you can best help your customer instead of how much money you want to make. Honesty and the desire to benefit them first and all else will fall into place.

he conversation doesn't end when the customer leaves the showroom. Following up shows that you care about their experience and are there to support them even after the sale. Send a personalized message or give them a call to inquire about their satisfaction with their purchase or to answer any further questions they may have. This ongoing engagement can turn a one-time buyer into a loyal customer who feels valued and appreciated.

One thing I learned early in my long career is to be yourself, be genuine and above everything be honest. And care about the customer as much as you care about the commission.

Once you actually come to realize what is important to others and make it important to you everything becomes easy and clear.