How can you align your sales process with your customer's buying process?

Buyers don’t like to be “sold” they would rather feel like they are in control of their purchase process. Most successful sales professionals understand this and view their customers buy and achieve their goals rather than pushing products.

Strategies to Improve Sales Performance Balance directness with customer-centricity: Learn to be assertive and confidently address objections while also actively listening to customer needs and tailoring your approach accordingly. Focus on building relationships: Remember, car sales is about building long-term relationships with your customers. Be genuine, helpful, and focused on their needs, and you'll build trust and loyalty that leads to repeat business and positive recommendations.

Most salespeople are horrible listeners. Learn to really listen. Listen more than you speak. The person who is asking the most questions, is the person who is liked the most in the conversation. The person who is talking the most is the one enjoying the conversation the most. Let the prospective customer enjoy the conversation by listening. If you do, they will enjoy the conversation and you will be liked more.

Attention, Interest, Desire and Action model is not applicable to all Automobile buying decisions. In fact, I will limit this to model to someone buying for the first time and the purchase is for personal use. On many occasions, especially in large organisations, person taking the buying decisions may not necessarily be the end user. So you have to establish what is motivating this individual buying decisions. There are several factors to be considered here. Budget, Public perception of the Brand/model on the Organization's image, Warranty, Running costs, Maintenance costs, Durability, Tradein options,

Align your sales process with the buyer’s purchase process, understanding how your customers make decisions and mapping your sales process accordingly can significantly improve your sales performance.

To effectively guide buyers through their purchase process, aligning their journey with your sales process is essential. By understanding the stages of the buyer’s purchase process you can better position yourself to help them make a buying decision.

Selling the way your customers buys will result in fewer stalled deals. Problems often occurs when a seller move things along before the buyer is ready. A fundamental mistake many sales-reps make is asking for commitment too early.

Every Sales Process is different, depending on who you are selling to, what you are selling, and why you are selling it in the first place. As an Automotive Service Writer, you're selling credibility, trust, accuracy, and competence. As an Automotive Salesperson, you're selling quality, deliverability, and capability. As a Technician, you're selling knowledge, details, and responsibility. These processes couldn't be more different. How you approach the guest, how you deliver your messaging, and why you are delivering it must all be different. In all 3 scenarios, you MUST align your process with your guests "why". Their why might be fast, cheap, or reliable. It's up to you to determine and align your message with whichever it is.