Qualifying is an old-fashioned approach to car sales that is summed up in the phrase, “Are you looking to buy today?” Um, no.
Qualifyingoccurs when a salesperson formulates an opinion about a customer based on:
· What they’re wearing
· What they’re driving
· The first words out of their mouth
· Their response to, “Are you looking to buy today?”
Unfortunately, this approach raises tension, lowers trustand does nothing to build value. Not good.
And today’ savvy customers are less willing to allow salespeople to take that approach. So instead, make a transition by getting the customer involved in a conversation about their needs. Show the customer you’re interested in what’s important to them.
