What is a recommended technique when dealing with a customer unsure about renting from you or competitors?

Highlighting your company’s competitive advantages is an effective technique when addressing a customer's uncertainty about renting from you versus competitors. This approach provides a clear, compelling rationale for choosing your services by focusing on what sets your company apart, such as unique offerings, exceptional customer service, competitive pricing, or additional perks like rewards programs. By emphasizing these advantages, you help the customer feel more confident in their decision, as you are addressing their potential concerns directly and showcasing the value they would receive from choosing your rental service.

In comparison, dismissing their concerns can create a negative impression and make the customer feel undervalued. Suggesting that they research online may delay their decision-making process and also implies a lack of confidence in your offerings. Encouraging them to rent a car immediately may come off as pushy or desperate, ultimately leading to a negative experience instead of fostering trust and guiding them towards making an informed decision. Therefore, focusing on the advantages of choosing your company is the most effective way to build rapport and reassure the customer.