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Car sales is more than just selling a vehicle
Agreeing a price and handing over the keys is not the entirety of car sales – far from it, in fact. Add-on products can provide your customers with peace of mind, not to mention improve their relationship with your dealership and boost your profits at the same time.
Financial add-on products can include warranty, GAP insurance, MOT test cover, roadside assistance, tyre and alloy insurance as well as cosmetic warranty. All of them provide support when it’s needed most. The key is finding the right product – or combination of products – for each customer and conveying the benefits so they can make an informed decision.
The Financial Conduct Authority (FCA) has put add-ons under their spotlight as they introduce regulatory changes. To find out more, download our eBook: How the FCA changes will affect you.
Top tips for improving add-on sales
- Clarity is king – don’t hide any charges. Be upfront about the cost of the product but balance that with potential savings and the benefits it provides.
- Incentivise staff – the FCA is not discouraging incentives for sales staff. They just need to be fair to the customer and, therefore, they have issued various guidelines. Find out more in our latest eBook here.
- Know what you’re selling – make sure your sales staff know the ins and outs of every aftersales product they are selling. Bring in external trainers, if necessary. Not only can they tell you more about the product and how to sell it, but they can answer any questions you might have as well. Car Care Plan provides a training service – just call us on 0844 573 8000 to find out more.
- Best policy: honesty – only sell products the customer needs. If they buy a new car every four years and they’re covered by a three-year manufacturer’s warranty, talk to them about extending it for 12 months. It will help you build trust.
- Personal experience – if you use any of the products you’re selling tell the customer. And if you don’t, tell them about the time you wish you had! Build a rapport.
- Listen – at the end of the day, your customer will know what they want. Listen to their worries and help them resolve those problems.
To learn more about putting your customers at the heart of your business, download our eBook: Putting your customers first.