NetForum - Message Replies

Forum: Idea Exchange

Topic: What Would YOU Do?

Posted by: Joe Boyer (joeboyer@ocslink.com )
Organization:Neil Norton Cadillac-Pontiac
Date posted: Wed Mar 1 12:16:43 EST 2000
Subject: Own What You Sell
Message:
I'd been selling Cadillacs and Pontiacs for about six weeks before a customer asked me, "So, what do you drive?" I stammered around before I admitted I drove a Ford Ranger while my wife drove an antiquated Chevy Astro. Obviously, I didn't make the sale. The more I thought about it, the more I realized I couldn't effectively sell a vehicle to a customer that I wouldn't own myself. I knew I needed to get a Pontiac, but I kept putting it off. After all, I just landed the job, money was tight, the time wasn't quite right, etc. Then it dawned on me I was using the same lame excuses on myself that customers used on me. I was stalling myself! As soon as I could, I bought a beautiful new Pontiac Montana minivan for my adoring spouse. If I can do it, I told myself, Mr. Customer can too. In the interval since, I've sold enough new Montanas to make the payments on mine and upped my overall sale-to-up ratio from 17 to 25 percent. The Ranger is next to go. My suggestion is to stand out in the lot on Monday and observe what your sales staff drive to work. If you're selling Fords and they're driving imports, everybody is missing out.

Dalton Evans Subject: Own what you sell
Reply Posted by:
Date Posted: Sat Mar 10 0:15:45 2001
Message:
Remember demos? I know that insurance and other business costs have made demos a thing of the past at least for salespeople but that was the main reason for giving them. Everywhere we'd go we'd be promoting our product and it made it a lot easier to sell when we drove our own product. I applaude Ken for stepping up to the plate!

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