In the world of automotive sales, times are changing. Gone are the days when customers visit a dealership expecting to find the vehicle they’ve been looking for with the guidance of an experienced salesperson.

Customers Know What They Want

consumer online researchAccording to AutoTrader, today’s consumers spend an average of 14 hours online researching vehicles before choosing a used vehicle to buy. When these already-well-informed consumers come through your door, they’re looking for answers they couldn’t find online, and for a salesperson to back up what they found in their research.

Customers who come into the dealership typically have their sights set on something specific already. Your sales staff needs to be able to earn the trust of these consumers, by knowing what information they’ve already seen and supplementing it with key points about the vehicle they’re looking at. In this case, salespeople need to provide information such as the vehicle's safety features, technology packages, and other customer reviews.

By focusing on the car, a salesperson can learn exactly what the customer's looking for in a vehicle and base suggestions on their wants and needs. Remember, today’s customers are already distrustful, so pushing them toward a vehicle that wasn’t already on their radar could potentially drive them out the door.

Fighting Fire with Fire

Because sales consultants are the experts when it comes to car sales, consumers most likely will come in with specific questions which they had trouble researching beforehand. Since it’s impossible for salespeople to have an encyclopedic knowledge of every vehicle, they need to embrace the technology that their customers are using.

Knowing what information is out there, and how to back it up, will be key in turning shoppers into buyers. Another thing to note about today’s consumers is that they’re not always interested in the lowest price. Often, they're looking for quality vehicles at a fair price. Being confident and knowledgeable by providing customers with evidence-based proof will boost their confidence in a salesperson. In addition, showing them the value and benefits in their choice of a vehicle let’s a customer know that their research time wasn’t spent in vain.

Getting Prepared Buyers in Your Door

When you’re dealing with car shoppers, especially in the subprime market, getting prospects in the door that are ready to buy can be a big step. Fortunately, it’s one we can help you with. Our automotive BDC can help get these consumers in your door. And not just any shoppers – customers that are prepared to take that next step toward vehicle ownership. Our expertly trained agents will take care of every step of the process from informational accuracy right down to scheduling, so all you have to focus on is sales.

Plus, that’s just one of the many programs Auto Credit Express can offer your business. Let us help you prepare for success with any of our services. From premium subprime leads to BK marketing, and direct mail to our LotPro software, we are here for you. To learn more about how we can help your business, call us at 888-535-2277. Or simply fill out our online contact form and we’ll get back to you.