Any client relationship begins with knowing the foundational details of the client and their business.
When to use it
When building a consumer relationship.
Overview
- Research the client’s business. Understand what they do, the market they operate in, their needs.
- Ask specific questions about what they are looking to get out of the vehicle.
Here's what you should know
Client conversations are crucial to every section of the auction sales process. It guides you in knowing what the business’ current financial situation is, what the seller needs to get out of the vehicle to make a good sale, it builds the opportunity for repeat leads for auction vehicles and sales.
So, how should you go about it?
Clients want to know that you aren’t greedy for a quick buck in commission, they want to know that you care about them and the success of their business. They want to know that you’re willing to help them grow.
Research your customer.
Know their business inside and out, from their history to their dealership floor stock to their clients to their current financial state and the opportunities that lie ahead for them.
Build a strong connection.
A good connection is built through communication. Do not assume based on your research that you know what they need to get out of their auction sales. Ask the right question to understand why they are looking to sell - what initiated the need to sell, what are they hoping to gain from the sale.
Learn more about the vehicle.
Get to know the intricate ins and outs of the vehicle they want to sell. Be sure to incorporate these questions to get the full picture regarding the vehicle:
- How long have they had it for?
- Where was the vehicle bought?
- How did they end up with the vehicle?
- Why did they purchase the vehicle?
- What methods have they tried to sell it?
- What do they want for it?
- Why do they think they can’t sell it?
- What are the challenges they’ve experienced when trying to sell the vehicle?
- What do they need to get out of it without getting too badly hurt?
- Is there a buyer criteria they’ve set for the sale of the vehicle?
