3 Ways to Build Value with Your Car Shoppers

Dealership salespeople: Let’s talk about 3 easy ways to build value, not only in the vehicle your customer is considering but also in yourself. 

1. Listen to your customer. Nobody knows what they want more than the customer. Ask response-focused questions and pay attention to the answers.

2. Connect the features and benefits of the cars to their emotions. The open-ended questions reveal the customer's motivations and allows us to personalize the interaction. 

3. Be the customer’s advocate. If they feel like you're on their side, you're creating a customer today and you're adding a lifetime of value by building a trusted relationship.