If you’re a salesperson whose dealership has recently gone online, you’re probably wondering about the best way to handle online customers. This new breed is entirely different, and dealerships everywhere are incorporating internet sales techniques into their existing auto sales training programs as a result.
The internet buyer is much more discriminating than their offline counterpart. They are searching for added value, choice and much more than the best price.
Therefore, being able to turn their enquiries into sales should be the goal of all online dealerships. But how do you, as a salesperson go about this effectively?
To begin with, a good understanding of today’s internet buyers is in order. They are much more educated about what can be had online. That’s because most auto dealer websites allow them to do just about everything except kick the tires. Internet car buyers have greater control over the buying process. They can access information around the clock, greatly reduce searching time, comparison shop and even obtain financing online. That means that once they’ve reached you, they are much better informed than the car...
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