Qualifying your Potential Client

The Best Salespeople, Listen More than They Talk.

So, start listening to what your customer’s are saying and observe what they are doing. There are many qualifying questions that are used in the sales process. One way to figure out where to start is to know the most important questions that you need answered. These questions and most importantly the customer’s answers will help you manage what needs are to be focused on early in your sales process.

Extract as much Information as You can.

Let the customer tell you their life story, by you asking them questions. They will tell you everything. You should never have to guess at what they are thinking.

The following are some of the best customer qualifying questions you need to ask. These questions can and should be combined with your vehicle presentation.

Always start with a professional greeting and smile.

?“Welcome to___________,? My name is _______________ (give your first and last name) and your name is?"

1.???? “Is this your first visit to the dealership?” or “Have you been to our dealership before?”

Why Ask this Question?

This determines if the customer has been dealing with another sales representative and how they heard about the dealership.

2.???? “Did you come in today because of an advertised vehicle we are featuring online?”

Why Ask this Question?

This question will eliminate any confusion and get you directly to the unit they are interested in.

3.???? “Did you know that our dealership is having a special sale (private sales event) today?”

Why Ask this Question?

A point of interest about your dealership is always helpful in building credibility. If you are having a special on a particular vehicle, mention the special immediately, even if they are not interested. Every day is a special sale day.

4.???? “Do you live near the dealership?”

Why Ask this Question?

This question will tell you how far they may have travelled to look at your vehicles.

5.???? “What features are you looking for in your new vehicle, New or Used???? 2 doors or 4???? a Truck????

??????? 4 X 4? a sports utility? automatic? 4, 6 or 8 cylinder engine? EV or Hybrid, air conditioning? Tire rim size 16/17/18/20 inch? ?GPS navigation system? power windows and locks? sunroof?? cloth or leather interior? What is your color preference dark or light? etc…”

Why Ask this Question?

Obviously this determines what type of vehicle the customer is looking for and helps you narrow down your inventory.? This will get you one step closer to determining what the customer has in mind.

6.???? “What type of vehicle are you driving now?”

Why Ask this Question?

This determines if there is a trade involved.? It also helps out to find the customer’s “Hot Buttons” or the features in the vehicle that are most important to them.

7.???? “Will you be selling (Trading-In) your present vehicle?”

Why Ask this Question?

Explain the tax saving for trading in their vehicle. You have to make sure if the customer is planning on trading in their vehicle. The reason you are saying selling instead of trading is because selling has more financial value to it. This information will determine how you handle the trade negotiation.

8.???? “Do you know how many Miles/KM’s do you drive per month or year?”

Why Ask this Question?

This will help determine which needs are required depending on how much the car is driven.? It also influences the leasing mileage restrictions.

9.???? “Who will be the main driver of the vehicle?”

Why Ask this Question?

Because if you are dealing with a husband / wife and the wife is the main driver you have to focus more of your attention on the wife. You have to focus at least 60% of your attention on the main driver. This question will also determine if anyone else may be involved in the buying decision (Spouse/ Co-worker/ Children). If the main driver does not want, fit, or like the vehicle, it will not be sold.

10.?? “Will there be anyone else involved in the decision regarding your new vehicle or will it be just yourself ?”

Why Ask this Question?

This is a direct way of making sure all the decision-makers are present.? This question should be used with care, since some customers may take offense to it. If you do not know the answer to this question by the time you are ready to ask for the sale, guess what you just might hear them say??

11.?? “Is the vehicle going to be used for business, pleasure or family use?”? ???????????????

?Why Ask this Question?

This question helps narrow down the purpose of the vehicle. It will help you determine if leasing is going to be an option. If it is for the family, then size and safety are important.?

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