One Process Doesn’t Fit Every Buyer

Not every customer who walks into your dealership wants the same buying experience.

One buyer has researched the vehicle, knows their credit and wants to get in and out. Another may be buying their first car and needs someone to guide them through every step. So why put both through the exact same process?

Danielle Mills Walden and Phillip Greer break down how dealerships can adapt the sales experience to the customer in front of them without throwing out the process entirely.

They get into:
• How to recognize different types of car buyers
• When to speed up the sales process and when to slow it down
• The questions salespeople should ask before deciding how to sell
• Why forcing traditional steps can push a ready buyer out the door
• How payment, price and financing priorities change by customer
• Why lender flexibility matters when a buyer does not fit the traditional box
• How Upstart Multi-Multi can show offers across up to five vehicles on a soft credit pull
• How giving customers more options can help preserve the deal

The goal is not to abandon your dealership process. It is knowing when to adapt it to the person you are trying to serve. Subscribe to Leadership in the Dealership for more real conversations about automotive retail, financing and the customer experience. #LeadershipInTheDealership #Automotive #CarSales #CarDealers #AutomotiveRetail #Upstart