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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: Ken Nix
(kpnix@hotmail.com
)
Organization:Herzog-Meier VW
Date posted: Wed Aug 2 7:31:48 2000
Subject: Sell Yourself!
Message:
Before I get into selling yourself, first here's a quick tip to increase sales when bebacks come back. When you first meet them take a copy of their drivers license. Now, paste their pic to your follow up card or scan into your computer. Better yet, sharp is introducing a watch this month that has a built in digital camera for $199. And it holds 100 pics with names and addresses. Great for putting a face with the name!. On to selling yourself. Each customer I have, I give a little spill to about how my main focus is not if I sell them a car. But, that they are happy with me. I tell a true story how my father drove 130 miles to buy cars from one person for 30 years! During selling myself. I explain that I will ask them for referrals even if I don't sell them a car. This opens a new avenue for business. If I don't sell them a car I still call and ask who do you know that will be purchasing a vehicle next? It's suprising how many referrals I've sold cars to that came from customers who never bought a car from me. Remember you may not always have the vehicle that meets their needs. But they may have wanted to buy from you anyway.
Previous reply
Reply:
Subject: Be Backs
Reply Posted by: Chris Parra
Date Posted: Tue Nov 19 8:26:11 2002
Message:
Here's a simple way to create urgency TODAY so they don't have to become be-backs. Sometime early on ask them, "What made you get started now?" or "What makes this urgent?" Try to get them to tell you what their motivations for replacing their current car are and use those to create urgency.
It's been really working well for me. Not always, but fairly well.
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