Valuable tools for car salesmen are car sales qualifying questions. You can find all kinds of information to assist you in selling a car to a customer and navigating the auto sales process. On the other hand, if you’d prefer to chat with your coworkers and whine about not getting paid, you can use these questions to shoo them off the property.
It’s no secret that selling cars is your job, but customers rarely approach the lot and say, “I’ll take that one.” Because of this, you must engage with them and learn what it takes to sell a car, which is why we use the car sales steps. Most of these sale-related steps require the use of qualifying questions for auto sales. You must strategically use these inquiries to avoid having the customer ask for your business card and make a commitment to return before the test drive has even begun.
There are many different types of qualifying questions you may need to ask your customer in order to sell them a new car, but asking a potential customer question after question will not win you any friends. In fact, this kind of customer service could easily sway customers toward your top rival. Several examples of qualifying questions for car sales are provided below, along with information on when and how to use them. Additionally, how you can and ought to use these inquiries to learn what steps you need to take to accomplish your goal of selling a car or having plenty of time to gripe about showroom traffic
What are qualifying questions for car sales?
Car salespeople frequently ask qualifying questions to better understand the needs of potential customers. Auto dealers use qualifying questions to better understand customers’ finances, transportation needs, financing requirements, and other considerations that may affect the type of car and price range they choose to buy.
Types of qualifying questions for car sales
To ascertain your customers’ intentions and other elements influencing their purchasing decisions, use the qualifying questions below:
What brings you here today?
It’s critical to learn why customers are visiting your dealership when they first walk in. Customers can respond to this question by describing the purpose of their visit to your store and the items they are seeking. It can also reveal whether they are certain about making a purchase right away or if they need more time to think things over.
May I ask why youre considering a new car?
Learn more about the factors that cause your customers to be in the market for a new vehicle. This inquiry enables you to determine whether customers are transient or long-term car buyers and what they might be looking for in a new vehicle.
Do you have a specific make or model you are interested in?
Customers will know that you are willing to look for something that fits their needs if they respond positively to this query. It also aids in determining whether you have options in stock or whether a special order should be considered.
What features does your current vehicle have that youd like to see in a new vehicle?
This inquiry can help you understand the features that your customers have enjoyed and would like to keep if they were to buy a new car. Allow customers to describe their preferred features, and note those that you are aware your current lineup includes.
What features are you looking for that your current vehicle doesnt have?
This query can assist you in providing your clients with options that include the features they want in a new vehicle. Additionally, it guarantees that you want to assist your clients in making the best decisions for their needs, which can help you establish rapport and gain your market’s trust.
Are you looking for a car, truck or SUV?
You can also inquire about your target market’s preference for sedans or coupes when thinking about vehicles. You might talk about gas mileage, cargo space, and travel requirements when searching for SUVs. Customers looking for trucks may benefit from qualifying inquiries about the drivetrain requirements, towing requirements, and other heavy-duty pickup truck options.
Are you interested in trading in your current vehicle?
Many clients might be interested in trading in their current vehicle, but they might not have all the information they need to decide. When you know whether or not a customer wants to trade in their car, you can explain the procedure to them and give them the information they require.
Who will be driving the vehicle the most?
You may have a better idea of the kinds of vehicles to show your customers if you know who will use it the most. For instance, families looking to buy a car for their teen drivers might want to research options that include top-notch safety features and technology.
How many miles would you say you drive daily?
This is another qualifying query that can help you understand the needs of your customers in terms of gas mileage and the kind of vehicle that might work best for them. Consider options with higher gas mileage ratings, for example, if you commute daily over long distances as opposed to someone who only travels occasionally outside of their immediate area.
Are you looking for a family vehicle or vehicle you plan to use for business?
Frequently, the registration and insurance requirements for business vehicles are different from those for family-owned vehicles. This question immediately reveals the reason why customers need a new vehicle, allowing you to present options to them in light of these unique considerations.
Would you be interested in looking at pre-owned vehicles?
Customers occasionally aren’t aware that a dealership offers used cars in addition to its new car lineups. Customers who purchase pre-owned vehicles can benefit from lower costs, more lenient financing requirements, and other benefits.
Are you looking for something immediately or would you prefer to consider several more options?
You can schedule future appointments to talk about things like vehicle needs, financing options, and other factors influencing customers decisions if a customer is unsure about making a purchase right away. If you discover that customers are looking to buy a car right away, you can talk to them about the factors affecting their choice.
Were you planning to finance or pay cash?
When customers decide whether to buy, this question is crucial because it informs you of the type of financial documentation required to complete the transaction. During any financing activities, fund transfers, and other crucial financial activities, your finance teams may need to be present.
Are you replacing your vehicle?
Customers looking to replace their vehicle may frequently have very specific requirements. You can find out exactly what features customers want to match with their current vehicle by asking them this question. You can then check your inventory and consult with customers to determine which vehicle options will best suit their requirements.
Do you plan to tow a trailer?
Customers who are specifically searching for pickup trucks might have specific towing and drivetrain needs. For instance, those who purchase pickup trucks and use them for towing and hauling frequently demand heavy-duty features.
Would you like to set an appointment for a test drive?
Customers can take more time to make a decision if they ask this question if they are interested in a few vehicles during their visit but are still unsure. Additionally, it may entice them back to your dealership and into one of the vehicles you have in mind for them.
Would you like to test drive one of our selections?
This query allows you to determine your customers’ interest in the vehicles they look at, much like making an appointment for a test drive. By letting customers take a test drive, you can learn more about their preferences.
How do you feel in the drivers seat?
You can gain a better understanding of how the vehicle meets the needs of the customer by probing them during test drives with the customer. You can locate alternatives that are more in line with your customers’ preferences if they are still unsure after testing a particular vehicle.
What do you like about the ride?
You can pose qualifying questions during your test drive to get a sense of what customers like and dislike about a vehicle. For instance, pay attention to features that make a car comfortable and safe to drive, such as adaptive steering, smooth handling, and comfortable seating. If your customers are still unsure after their test drive, you can learn what to look for next by doing this as well.
What features did you enjoy most in your test drive?
This inquiry gives you knowledge of the features your customers enjoy the most and is similar to asking about how the ride feels for the customer. You can also give your customers information on other topics, such as the price range for vehicles, financing choices, and other matters that can influence their decision to buy a vehicle. This inquiry can also assist you in figuring out whether customers are sincere in their considerations or if they might need more time to research other options.
Would you like to know more about the safety features in this vehicle?
When buying a car, customers prioritize safety, so they frequently inquire about the safety features that will be included in their purchases. Additionally, by asking this question, you can learn what existing customers already know about the vehicle. Make sure customers are aware of the safety features and how they vary between trim levels by asking them this question.
Is there anything else you feel you need in your new vehicle?
This question can help you discover any overlooked details or unique requirements clients might have when looking for a new car. Take note of these features, and assist customers in locating the options that best suit their needs. This shows that you are committed to helping your customers.
What would you add to this vehicle?
Sometimes customers express interest in a car but are unsure if they feel the car lacks the features they want. You can use this inquiry to identify substitute vehicles that would better meet the needs of your customers.
Discussing terms, would this be the vehicle you would want to drive home?
This inquiry provides you with a clear indication of a customer’s interest in a particular vehicle. Customers occasionally discover they want to look at a different vehicle after test driving it and talking about their options. Therefore, it’s crucial to address your customers’ level of confidence when they are ready to buy.
Can you see yourself driving home in this car?
Similar to the previous qualifying question, this one enables customers to decide whether the car they are considering is the best fit for them. Discuss the kinds of vehicles customers can envision themselves in after they respond to this question to gain more insight.
Under whose name are you registering the vehicle?
This qualifying question during a purchase transaction informs you of the type of registration documentation you require to complete the purchase. For instance, you might need to record different documents than a single buyer if two parties are buying a car together.
Can I answer any questions about the vehicles you looked at today?
Customers will know you’re willing to explain their options to them if they respond to this query. Additionally, it provides you with more understanding of how customers feel about the vehicles they have tested or examined so you can determine how to best meet their needs.
What price range are you considering?
This query can assist you in determining which vehicles are within your customers’ price ranges when you are discussing purchasing options. Additionally, it can assist you in removing vehicles from the price range and identifying vehicles that potential customers may not have yet considered but are within their price range.
How long has it been since you financed your last vehicle?
This inquiry can provide you with information about how frequently your customers buy new cars and use credit to do so. Once you understand their responses to this question, you can determine your customers’ credit levels by further discussing their financing histories.
What are your insurance deductibles?
Customers’ insurance deductibles can provide information about the kind of vehicle for which they may be eligible. Customers with higher deductibles, for instance, might benefit from used options because they are less expensive to insure than new options.
The Best Type Of Questions To Ask In Your Negotiations: Car Sales
FAQ
What are qualifying questions in car sales?
- What brings you here today? …
- May I ask why you’re considering a new car? …
- Do you have a particular brand or model in mind?
- What features would you like to see in a new car that your current car doesn’t have?
What questions are asked in a car sales interview?
- What interests you most about our dealership? …
- Would you consider yourself competitive? …
- What makes you a good fit for car sales? …
- What is one of your biggest sales accomplishments? …
- What aspect of car sales do you enjoy the most?
What questions should you not answer when buying a car?
- “I really love this car” …
- “I don’t know that much about cars” …
- “My trade-in is outside” …
- “I don’t want to get taken to the cleaners” …
- “My credit isn’t that good” …
- “I’m paying cash” …
- “I need to buy a car today” …
- “I need a monthly payment under $350”
What qualities should a car salesman have?
- Someone who listens. …
- Someone who establishes rapport. …
- Someone who is knowledgeable. …
- Someone who is comfortable with technology. …
- Someone who is committed to customer satisfaction.
