Here’s a coaching tip for anyone selling cars.
A customer asked one of our salespeople, ‘What’s your interest rates?
He answered the question… but then the conversation stopped.
Don’t just answer questions. Ask one back.
“Do you already have a bank or credit union you’re working with?”
Now you’re learning something.
If they say, “I’ve got 4.5% at Navy Fed,” you can ask, “Are you already pre-approved? What term? Are you financing 100%?”
Now you’re not making assumptions. You’re gathering facts so you can actually guide the customer to the best option.
Great salespeople don’t just answer questions. They use questions to move the conversation forward.
How do you handle “What’s your best rate?”
#sales #salestips #negotiation #selling