Best Ways to Sell More Cars at a Dealership!

In the automotive industry, selling cars is both an art and a science. Whether you're a seasoned salesperson or a new team member on the lot, there are always new tactics and strategies that can help drive sales higher. As the head of customer service at 10x Customer Service, I’ve seen firsthand how prioritizing customer service can create a ripple effect that leads to more sales, satisfied customers, and repeat business. Here, We'll share some of the best ways to sell more cars at your dealership and, ultimately, create a reputation that will keep car buyers coming back.

1. Prioritize Building Relationships Over Making Sales

At many dealerships, sales professionals are under pressure to hit quotas, and it’s easy to focus on “the sale.” However, today's customers value authenticity and transparency. Take the time to build relationships rather than treating customers like mere transactions. When a customer feels valued and respected, they’re more likely to do business with you—and refer their friends and family.

At a dealership we once worked with, a salesperson named Mike was known for his follow-up calls after the sale. He wasn’t calling to sell anything additional; he was simply checking in, ensuring the customer was happy with their car. The result? One customer referred three friends who all ended up purchasing vehicles from Mike. That small gesture not only cemented trust but created more sales opportunities.

2. Create a Seamless Buying Process

Modern car buyers want a hassle-free experience, from browsing online to driving off the lot. Ensuring that your dealership has an efficient, customer-friendly buying process can make all the difference.

If customers spend hours waiting in finance or constantly need to re-explain their needs to multiple team members, their excitement about purchasing a new vehicle can quickly turn into frustration. Simplify the buying process wherever possible: leverage digital tools, streamline paperwork, and keep customers updated on every step.

One dealership we worked with streamlined its finance process, reducing wait times by introducing a digital pre-approval form customers could complete before arriving. This simple change led to happier customers, shorter wait times, and a noticeable increase in sales, as customers appreciated the efficient process.

3. Focus on Customer Service from the First Interaction

Customer service starts long before the buyer steps foot in the showroom. With the majority of buyers starting their journey online, first impressions often happen on your website or through a phone call. Ensure that your website is informative, easy to navigate, and up-to-date. Train your team to respond quickly and courteously to all inquiries—whether they come through email, social media, or by phone.

At 10x Customer Service, we recently worked with a dealership to improve their online response time. Before our intervention, potential buyers often waited a day or more for a reply to online inquiries. After implementing a more responsive customer service protocol, the dealership saw an immediate increase in showroom visits and, consequently, more sales. When customers feel valued from the first interaction, they’re more likely to continue down the sales funnel.

4. Provide Comprehensive Product Knowledge

Car buyers come in with a wide range of knowledge, and it’s crucial that your team is prepared to answer any questions confidently. Buyers appreciate sales professionals who know their products inside and out, including vehicle features, maintenance requirements, and financing options.

A salesperson I worked with once turned around a challenging situation with an indecisive customer by sharing in-depth knowledge of a model’s safety features. The customer’s hesitation was driven by concerns about safety, but when the salesperson explained the car’s advanced safety technology, the buyer felt reassured and closed the deal. Product knowledge can not only clarify concerns but can also make the customer feel that they’re making an informed decision.

5. Follow Up and Keep in Touch

It’s no secret that staying in touch with customers after the sale can lead to repeat business and referrals. A simple follow-up call, email, or thank-you card goes a long way. Regular check-ins allow you to stay on their radar, especially when they’re considering another purchase or know someone in the market for a new vehicle.

At 10x Customer Service, we helped a dealership implement an automated follow-up system that reached out to customers at key milestones, like six months post-purchase or a month before a lease was due to end. This proactive approach not only increased customer satisfaction but also helped the dealership increase its lease renewals and referrals.

6. Train for Empathy and Problem-Solving

Empathy is often overlooked in sales training, but it can be a powerful tool. Teaching your team to listen actively, show understanding, and respond to customer concerns can help to de-escalate issues before they become problems.

A dealership we worked with had a customer who was initially upset about a delay in vehicle delivery. By actively listening to the customer’s frustrations and offering a sincere apology, the salesperson was able to turn the situation around. When the vehicle finally arrived, the customer was so impressed with the handling of the situation that they left a glowing online review and referred a friend.

7. Make the Test Drive Memorable

A test drive is often a tipping point in the car-buying journey. Rather than just handing over the keys, take time to prepare a personalized experience. Start by understanding the customer’s needs and highlighting relevant features during the drive. This approach makes the test drive more meaningful and can often help finalize the decision.

We once observed a salesperson at a dealership who took extra care during test drives. She asked customers about their daily routines, then highlighted features that would fit those needs. For a customer who had a long commute, she focused on fuel efficiency and comfort features. This personal touch increased her conversion rate on test drives significantly.

How 10x Customer Service Can Help Your Dealership

At 10x Customer Service, we understand that selling cars is hard enough without adding the burden of managing customer service issues. Our professional, well-trained customer service team can handle your dealership’s customer service needs from start to finish. From responding to online inquiries to resolving post-sale issues, we take care of your customers so you can focus on what you do best—selling and servicing vehicles.

Imagine freeing up your sales and service managers to concentrate on their core tasks, knowing that customer service is in good hands. When you partner with us, we act as an extension of your team, committed to creating exceptional customer experiences that drive loyalty and repeat business. Let us help you sell more cars by transforming customer service from a pain point into a powerful asset.

Discover how our outsourced customer service solutions can elevate your dealership at www.10xcustomerservice.com.