Feeling overwhelmed by upsell options in Automotive Sales?

I have witnessed a lot of tactics to upsell especially for company add ons like warranty, service plans, paint protection etc. The one that stands out the most for me is a customer being offered a “fully protected deal” with no explanation of added products and being asked immediately if the payment sounds ok and would you like to go ahead. Beware of this, ask for a breakdown of the payment and an explanation of added products. Not all are bad but not all are needed.

Need advantage and budget which usually know as NAB analysis for sales person to know customers need and accordingly pitch it . For upselling feature advantage and benefit is also a vital point which a sales person should be trained of which of explained well will help in sales . Mostly customers are not sold features only focus is to sell cars on discounts .

In the motor trade one thing we are exceptionally good at is finding new avenues but we do need to be mindful of being able to fit a product to the situation.

Make upselling your passion. Easier said than done? You probably worked hard to be passionate about the brand you are selling today, all of the options included on your 'upsell list' are there to make your customers life easier, safer, 'covered' should something unexpected happen. I once witnessed an Alfa Romeo sales exec upsell paint protection by almost criticising the paint depth on the car. Rather than lowering the value of the original product he focused on the facts - the car was designed for Italy, with negligible road salt and more temperate climate. The light weight bodywork of the Alfa has the right amount of paint for the Italian market, but IT WOULD INCREASE THE RESALE VALUE of your car if you preserved the paint quality.

At the car dealer we have evolved with the Internet phases. There was Phase 1, you could look up new vehicle invoice and know what a dealer is working from. Phase 2, we moved away from any newspaper ads and just list inventory and prices online. Phase 3, now sort by price has changed all that. We have to list the lowest price regardless of profit or loss to get on "The 1st page of results" So now it's common We do present "value packages" on our vehicles then to end up with a smaller loss or hopefully a profit. We detail and explain what you get and its pricing to differentiate ourselves as transparent from the"Shady "dealers. That's your tip, get the details to decide if the total price makes sense to move ahead with the purchase.

I believe the motor-trade lacks a lot and things have to change to adopt new trends and buying habits. From the customer perspective, the public has to understand that research is key and speak openly about key needs. Ask questions and challenge more. Customers must research first, never asume that dealership sales people will automatically ask the right questions to find out your needs and do the right thing by selling you only and exactly what you need. There are so many KPIs, Q targets, monthly, weekly even daily that your actual needs sometimes take a back seat. Manufacturer website is a good starting point if you research a new car, review websites and review youtube channels. On used cars, ask ask ask.

Am besten man zieht jemanden zurate der wei? wie man die Bedürfnisse des Nutzers in das beste Gesamt-Package ummünzen kann. Damit kann einem das eigene Baugefühl oder die Emotionen bei wichtigen Entscheidungen nicht in die Quere kommen. :-) umso mehr wird man sich darüber freuen, am Ende das beste Auto mit nicht zu viel aber auch nicht zu wenig Ausstattung in vollen Zügen jeden Tag genie?en zu dürfen ??

Establishing a firm budget is key. This is part of a “must prepare” before from the customer’s perspective. Establish needs, do your research, establish budget. Found the right car online? Reserve it and go see it. Have that walk around, ask ask ask and drive it. If it’s a new car, go speak to the dealership and drive a very similar spec demo if possible. Take your time. Ask questions and take notes. Go home afterwards and take it all in, confirm findings and do more research if needed. It is your decision. Don’t fall for “only spec available now is…”. Order new, wait for a delivery term if you want that specific car. Set clear terms regarding part exchange before signing anything.

Es ist unerl?sslich sich eine Obergrenze zu setzen aber dabei die Nebenkosten nicht au?er Acht zu lassen und vorab sich darüber im Klaren zu sein. Dazu geh?ren insbesondere Versicherungsbeitrag, KFZ-Steuer aber auch Wartungskosten und der m?gliche Wertverlust. Natürlich geh?rt noch mehr dazu. Eine gute Vorbereitung ist das A und O.

Use online resources, forums, and dealership websites to research the market prices of upsell items. Compare prices from different sources to gauge what constitutes a fair price and identify potential savings opportunities.

Before entering negotiations, research the pricing of upsell options and comparable products. This knowledge empowers you to negotiate from an informed position and recognize fair pricing.

Am besten einem Fachmann/-Frau die Verhandlungen überlassen der neutral die Angebote beurteilen und marktgerecht einsch?tzen kann. Wer sich selbst heran traut sollte sich eine Checkliste machen denn am Ende ist nicht immer nur der Preis entscheidend sondern vieles mehr. (Bsp. Finanzzins/ Leasingfaktor, etc.)

Instead of overwhelming customers with numerous upsell options, focus on presenting a few that are directly relevant to their interests or that enhance their driving experience.

We need to be mindful of setting the bar for to high on customer service and then we fail to meet our own unreasonable targets.