Off-road vehicles are not just for adventurers and thrill-seekers. They can also offer practical benefits such as safety, durability, and versatility. However, selling them to customers requires a different approach than selling conventional cars. Here are some tips on how to effectively sell to customers looking for off-road vehicles.
The first step is to understand what your customers are looking for in an off-road vehicle. Are they interested in exploring new terrains, camping, towing, or commuting? What are their priorities, preferences, and budget? By asking open-ended questions and listening actively, you can identify their needs and expectations. This will help you tailor your presentation and demonstrate how your vehicle can meet their specific requirements.
Junto con comprender las necesidades del cliente, se debe sumar la acción de generarle la necesidad de comprar. Mucha gente "quiere algo pero no sabe qué..." Podemos aprovechar eso.
To effectively sell an offroading vehicle, it's crucial to delve into the customer's specific needs and preferences. Understanding the diverse use cases, such as off-road championships, rally participation, daily commuting on rough terrains, or heavy-load lifting on challenging roads, allows for targeted segmentation of available options.From an industry perspective, consumers often seek offroaders for their robust performance in demanding conditions. Highlighting features like superior suspension systems, durable chassis, and advanced traction control can address the specific requirements of off-road enthusiasts. Additionally, emphasizing the vehicle's reliability and adaptability to varied terrains can resonate with customers looking.
Parte muy importante de la venta , es escuchar la necesidad del futuro cliente . De esta manera podemos ofrecer el producto adecuado a su necesidad . Si cumplimos estos pasos el 75% de la venta está realizada .
I tell them that the wheel-slip-control of my electric off-road vehicle is much better then everything they tested before. Full torque at stand still possible. I do not know whether this is true but as electric railway vehicles manage iron wheel on iron rails with water between cars should manage this too.
Dans un premier temps, il est important de définir les routes et chemins que le véhicule devra emprunter, la capacite de chargement ou le volume utile, sans oublier le prix d'achat, ainsi que le co?t d'utilisation. La deuxième partie nécessite de définir les attentes subjectives du client, qui ne reposent pas sur la raison mais sur le désir, la recherche de sécurité, de confort, de puissance, de style... L'écoute est ici primordiale. Une fois cette vision globale obtenue, il est alors possible de présenter une gamme de véhicules qui lui correspondent.
Once you have established their needs, you can highlight the features that make your off-road vehicle stand out from the competition. For example, you can emphasize the engine power, transmission, suspension, tires, ground clearance, and traction control that enable your vehicle to handle various road conditions. You can also showcase the comfort, convenience, and technology features that enhance the driving experience. Use visual aids, brochures, and testimonials to support your claims and show the benefits of your vehicle.
Una vez identificada la necesidad del comprador , abordar las características del producto seleccionado para conquistar la venta .
Los que usamos (y sabemos usar) un vehículo 4x4 valoramos sus cualidades específicas, que lo diferencian de los que presentan cotas aceptables todoterreno o tracción a las cuatro ruedas. Por lo general las características más destacables para el comprador de un vehículo urbano o interurbano no son atractivas para los que buscan de verdad un 4x4. Dicho todo esto, la mayoría de las ventas de este tipo de vehículos se hacen por cuestiones de moda, imagen y posición social; una proporción muy baja de ellos y durante muy poco tiempo pisan terrenos verdaderamente exigentes.
Some customers may have some reservations or objections about buying an off-road vehicle. They may be concerned about the fuel efficiency, maintenance costs, environmental impact, or safety of your vehicle. You need to address these objections with confidence and honesty. You can use facts, figures, and comparisons to show how your vehicle performs well in these areas. You can also offer warranties, guarantees, and incentives to reassure them and overcome their doubts.
Les motorisations ont fait de grands progrès en termes de rendement, et elles disposent souvent de différents modes de conduites qui permettent d'obtenir des consommations contenues. Aussi, les transmissions 4x4 sont débrayables sur certains modèles ce qui permet de reduire les pertes qu'elle induit. Enfin, les consommations affichées selon la norme WLTP sont un bon indice comparatif.
One of the most effective ways to sell an off-road vehicle is to arrange a test drive. A test drive allows your customers to experience the features and benefits of your vehicle firsthand. It also gives you an opportunity to build rapport and trust with them. You can use the test drive to point out the advantages of your vehicle, answer any questions, and handle any concerns. You can also create a sense of urgency and excitement by showing them how your vehicle can fulfill their needs and desires.
L'essai sur route est le meilleur moyen de rassurer le client, de lui montrer qu'il peut avoir confiance dans la voiture qui lui est présentée. Aussi, l'appréciation de la vie à bord, le touché des matériaux, les sensations de conduite, l'impression de sécurité et de son dynamisme sont autant d'éléments qui permettent au client de se projeter dans son futur achat. Cette étape est donc primordiale et ne doit pas être négligée.
Nothing is going to be better than letting the customer drive, feel, touch, and experience the vehicle itself. A vehicle can look great and fit the needs on paper. If the customer does not connect or love the feel of the engineering of the vehicle, you'll have to pivot to another vehicle and pause in that part of the sales process.
Off road needs to be experienced so it’s essential that product demo / yet drive become critical . Test drive on rugged terrain will be excellent source for customer to experience 4x4 capability
The final step is to close the deal and secure the sale. You can use various techniques to persuade your customers to make a decision. For example, you can use a trial close to gauge their readiness and interest. You can use a direct close to ask for the sale confidently and assertively. You can use an alternative close to offer them a choice between two options. You can use an incentive close to sweeten the deal with a bonus or a discount. You can use a summary close to recap the benefits and value of your vehicle. Whichever technique you use, you need to be prepared for any objections or negotiations and handle them professionally and respectfully.
Selling off-road vehicles can be challenging but rewarding. By following these tips, you can increase your chances of satisfying your customers and boosting your sales.
In my experience I have understood that customer confidence is secured by your initial contact, did you listen to their needs rather than focusing on the dollars. Profits are important, therefore a genuine concern for the client is really the best way to demonstarte to your client that not only do you care to satisfy their need but also keep them coming back over and over because of the level of service you provide. No tactics, just good'ole caring for your clients. They recognize it!
Join Off-Road Forums, become a part of the Off-Road Community, become a staple with the customers you serve. Sponsor Off Road Events by attending with a marketing team who loves the sport, set up your pop up tents and enjoy learning from your peers!