How to Answer “What’s the Best Price?” in Car Sales Online
When talking to a potential customer, there’s usually one question they have early on in the conversation: “How much?” In the customers’ eyes, so much of their decision comes down to the price tag. Thus, answering this question is tricky territory for the salesperson. If you’re wondering how to answer, “What’s the best price?” in car sales online, here’s some helpful advice.
How to Answer, “What’s the Best Price?”
Acknowledge the Question and Offer More Information
“I’m happy to tell you more about the price, but first…”
You’ve probably heard that from a fellow salesperson at least once in your life. Nobody likes being ignored, and they’re going to know if you’re stalling, so if your customer asks about money, talk to them about money. Do you want to give them the price up front? Probably not. What you can do, however, is explain how the price is determined, payment options, and other details that contribute to the overall cost to the customer. (That would include any special deals or incentives you can offer them.)
You might also want to be clear about their options. Regardless of whether they have a huge budget or a more modest one, give them variety when it comes to their options, so they have more than one choice to select from.
Give them more information about the cost before you tell them the bottom line.
Educate Them on What They’re Getting
If a customer hears the price without knowing the value they’re getting, they’re likelier to run for the hills. If you’re going to reveal the financial commitment, make sure you’re crystal clear on what they get in exchange for their money, first.
Maybe the car is family-friendly or fuel-efficient. Maybe the tires, which are more expensive, last significantly longer, saving the customer money in the long run. These are all worthy of their investment, so be sure to point these details out to them.
Provide value before you provide the price.
Give the Customer Some Control
Remind your customer that they still have control in the situation. When you use Quotible, for instance, customers can see more of the pricing information, calculate their current car’s trade-in value, and even explore different payment options so that they can calculate their monthly payment for a vehicle.
No customer wants to feel like they’re at the mercy of their dealership. When you include them in the process and also let them explore their options on their own time, they’ll feel more comfortable doing business with you.all Articles