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Forum: Idea Exchange
Topic: Be Back Percentage
Topic Posted by: Joe Boyer (jboyer@ocslink.com )Organization: Neil Norton Cadillac/Pontiac
Date Posted: Wed Jul 14 23:13:12 EDT 1999
Topic Description: As a new salesperson, I would very much appreciate any hints for increasing my be back ratio.
Original Message:
Posted by: Steve Brown
(Uhsplit@aol.com
)
Date posted: Thu Jul 15 12:52:07 EDT 1999
Subject: be backs
Message:
Let`s assume we are dealing with a new car customer.During the discovery phase, I would want to know how long they have been shopping, and what other models they are planning on looking at.
Let`s pretend you are going to buy your wife a new car.In this case, let`s say it will be totally up to her on which car she decides on.
She wants something sporty.She likes Camaro, Mustang, and Eclipse, but has never driven any. She is partial to the look of the Camaro.
$50 bucks says she wants to see the Camaro 1st!. It makes sense to me, if someone wants to shop 3 models, they will look at their potential favorite first, drive all 3, then maybe do a bit of research later that day, and then buy in a day or 2. If I was salesperson #2 or #3, I would be prepared to compliment my competition, yet I would be able to make a presentation of my product showing why I felt my car might be the perfect choice for her based on her dominate buying motives ie: gas mileage, rear seat room for the kids, safety, reliability etc.
Even though I may not have the perfect car, 80% surveyed, as I recall, purchased the car because they liked the salesperson. I may not have the car, but my competition does`nt have me!
Next, a follow up call the evening of the customers 1st visit is performed. This 1st call is just to say "Thank you for stopping in, any questions on my product while I`ve got you on the phone?"
Having your customers like you,and following up by phone will increase anyones be back percentage. One thing I`ve noticed over the years, is that ALL highly productive salespeople follow up consistently.
Steve Brown
Reply:
Subject: Be Backs
Reply Posted by: Chris Parra
Date Posted: Thu Jul 15 13:48:25 EDT 1999
Message:
Very true, Steve. My experience supports your numbers and procedure.
Additionally Joe, being the most helpful and likeable sales person your customer has ever met, increases your chances of them doing business with you that very day instead of becoming "be-backs".
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