Let's drive inside the mind of your car buyers!

Ever wondered where sales consultants get their ability to persuade potential buyers to listen to them and consider buying the vehicle that they offer? In my perspective it could be attributed to three things:

One, it could be the gift of gab – the power of persuasion through eloquent speaking. Two, it could be that they are truly knowledgeable about their product and knows how to positively position the advantages of a certain vehicle or three, they could be the honest salesman who tells everything about the car, the good and the bad. Whatever kind of sales consultant they are, they sure have a way to every car buyers’ heart.

A car salesman always has his own ways of charming the customers and persuade them to make a purchase

I also do think that they have the ability to read the personality of the car buyer. Once they walk through those glass doors of the showroom, every customer exudes a different personality.

Depending on their so-called “aura”, each is treated with the right approach for a smooth conversation that could end up with a sales contract and a unit out of the door – and of course, a huge smile on the sales consultant’s face. Nothing beats the feeling of closing a deal – believe me, I’ve been there.

So, speaking of car buyers’ personality, if you are in the sales field, you could be in for a real treat. Today, Philcarnews.com will tackle the different personalities of car buyers and how to deal with them.

Four Types of Car Buyers and the Best Way to Approach Them

Each person is unique. There are some who can be easily read, like when the first time you see them, it seems that you’ve already known them for years and you just know how to approach and handle them.

While there are some who would walk in the showroom, look around without any emotions that you cannot assume if he’s interested with anything. If you’re having a hard time reading a person’s aura, we’ll help you by discussing the four types of car buyers.

1. The Emotional Buyer

Emotional buyers are the so-called “impulsive” buyers. It’s like they will keep on looking around until he or she feels the “lukso ng dugo” or something that will make her “kilig.” Most likely, it will be the superficial features – possibly the vehicle’s color, style, smoothness, appeal, the smell, the sound of the engine – nothing really technical.

Usually, they are the type who when he or she sees “the one” that’s what they are going to buy. No more negotiations. I should know how this type of buyer thinks – cos I’m one of them, at least when I was younger.

Emotional buyers know what they want when they see it and they are pretty easy to handle

They say sales consultants love people with this kind of personality. You’d see the spark in their eyes once they have found what their heart is looking for, so pretty much right then and there they have already made up their minds.

They are very easy to please, and wouldn’t care too much about the technicalities or the details. They know what they want, and when they see it, you can bet that they’re going to buy it. So as a sales consultant, you can already consider this as a closed deal.

2. The Analytical Buyer

This might be the exact opposite of the first one. The analytical buyer is the type who’s totally not into the physical aspects of the car. They don’t mind about the color, style, smell of the interior – or if they do it could be so little, almost negligible.

They’re the type who’s into technical details. So, as a sales consultant, be ready to answer technical questions and you should know what you are talking about because most likely he already knows the answer and he just wants to hear it from you.

The analytical buyer is the type who’s totally not into the physical aspects of the car

To handle these kinds of car buyers, you must know the vehicle you’re selling really, really well. The RPMs, torque and other technical stuff. If they know that you know what you’re talking about then you will impress them and that would be a big factor in closing the deal.

They may not buy right then and there as they will take time to compare several brands or variants of vehicles.

3. The Amiable Buyer

The amiable buyer is the type of person who’s simple, nice and very easy to deal with. They are not demanding and most probably just looking for a newer version of whatever car he is driving at the moment. They’re the type who’s been driving say, a Honda City 2006 – twelve years after they are still driving the same car.

They know they have to do an upgrade so since they have already proven the reliability of Honda City, most likely they’ll get the same make and model, just more modern.

Amiables are very easy going and know that all they want is a newer version of their current car

As long as you can walk them to the newer version of his current car, tell them what’s new, the best features now that they don’t have in their older vehicle, then you’re good to go. They will not be asking for too much, so just take it easy and engage them in a good, friendly conversion.

4. The Driver

They say that this is the most difficult type of car buyer. They will walk through the doors of the showroom, roam his eyes around, look at the cars he might be interested in and when a sales consultant comes to approach them, he will be giving him quite a firm handshake.

The driver is the type of car buyer who knows what he wants and will do whatever it takes to get it. It’s like he’s the non-negotiable guy, who loves to take control of the situation and drive it towards his advantage.

The driver type of car buyer wants to be in control and wants to get what he wants

You just have to also take a firm stand and be sure of the things that you are telling “the driver”. Be sure you’re ready to negotiate so both of you could be in a win-win situation.

Regardless of what type of customer you’ll be facing today, just be accommodating, patient and knowledgeable about your product. If the customer knows that they can put their trust in you because you know what you’re saying or doing, then you’ll end up closing the deal.

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