Learn How to Shorten the Sales Cycle
Capturing potential car buyers’ attention, engagement, and persuasion requires a significant investment. The longer it takes your customers to get through the buying process, the more money it costs you, and the higher the risk they’ll leave and go somewhere else. Speed up the sales process by arming your sales team with the tools and knowledge to transform them into experts on every vehicle in your inventory, ultimately speeding up the sales cycle.
Additionally, the right tools will emphasize a vehicle’s value and create a sense of urgency rather than solely focusing on price, providing customers with a quick and user-friendly research experience. Here are three ways to shorten the sales cycle:
- Be Informative: With customers performing hours and hours of research before they even step foot on the lot, they can be more informed than your sales team, putting your staff at a disadvantage. While there are numerous ways to keep your team trained, it’s nearly impossible for them to be an expert on every vehicle on your lot. There are a few tools that can assist with this challenge, and TradePending’s AutoBio is one of them. This tool creates detailed digital brochures that consolidate all of those hours of research across numerous websites into one easy-to-read report. By giving your team access to the same research that customers have, your team can initiate conversations with knowledge and transparency, eliminating the possibility of being caught off guard. This ultimately results in closing more deals and improving profitability. For customers that aren’t as well researched, you can shorten the sales cycle by providing them with all of the research they need from one spot: your sales team.
- Build Solid Relationships: Every sales professional prioritizes building connections with their customers, but that’s difficult to accomplish before meeting in person through email, text, and phone. Incorporating a video solution, like Video for Sales, lets your team send personalized videos to new leads, establishing that human connection from the beginning. The dealerships that incorporate video into their sales cycle routinely say that their customers thank them for the videos, and will drive past closer dealerships to purchase from them because of that personal connection built early in the process.
- Explain The “Why” Behind The Numbers: When a customer is ready to trade in their vehicle, explain to them exactly how your team arrived at the number. Show the buyer the various costs your dealership incurs to meet your dealership’s standards and make their vehicle front-line ready. They should also see other comparable vehicles for sale in their market, just as a new home buyer would see similar homes for sale. With this data, they’ll understand the numbers behind the list value and your trade-in value, and speed through the trade-in process more quickly. TradePending’s Trade product makes this easy for both your team and your customers to see.
More Info. Faster Sales.
By giving buyers everything they need in one place, and by building a personal relationship early in the process, they will come into your dealership faster, and be much less likely to shop elsewhere. The TradePending approach simplifies our customers’ buying process and improves your selling experience, allowing you to convert more of your website traffic into leads, make it easier for your sales to sell, and grow your service business, all in one place.
Having all the information buyers need in one place will expedite their research process and prompt them to visit your dealership sooner. With TradePending, you can help customers advance their vehicle purchase journey by conveniently assessing the worth of their trade-in or estimating their monthly payment upon receiving their digital brochure.