NetForum - Message Replies

Forum: Idea Exchange

Topic: What Would YOU Do?

Posted by: Keith Burnette (keithburnette@yahoo.com )
Organization:Nichols Dodge - Burlington, NC
Date posted: Fri Dec 21 18:45:43 2001
Subject: Need Help in Finding the Path
Message:
I've been in sales about a year. I'm an eight car a month salesman who desperately wants to be a 30+ salesperson. Today I found out that a "secret shopper" came and I wasn't able to demo drive or even T.O. them. I really need to improve my skills, but where do I begin?? I think that after a year I should know how to handle people, but I don't see myself improving. Can someone provide me some advice?? I don't want to give up, but if I don't improve, I'll probably be out of a job anyway. E-mail me if you have any suggestions.

Subject: What would you do?
Reply Posted by: Mary Leedy (gbghealthpower@yahoo.com )
Organization: GBG Health & Wellness
Date Posted: Fri Oct 12 6:37:27 2007
Message:
I agree with Manny G. Your attitude is everything, if you think you're going to fail or think your going to be successful, you're right! :-)

First thing I learned is to ASK QUESTIONS of your customers. I'm not talking about the weather either. One question that could spark some interest with your customers is "If you could own/test drive any car on this lot, no matter what the price is, which car would it be?" Let them look and pick one out. The idea here is to get them in their "dream world" state, where they get to choose freely without the money restrictions or practicality restrictions.

Because once they experience their "dream car" they will start thinking about a car closest to it that they can afford or find a way to afford the car they want. Also, take close notice how people FEEL while in the car or test driving the car. I'm telling you, their whole posture, attitude, and overall look goes through a transformation right before your eyes. You are giving them the gift of "permission" to feel good about a car they really like and that emotion is a high in itself.

Ask them other questions like, "what's the most important feature to you that a car must have?" "If you could have any color you wanted, what would it be?" There's nothing wrong with asking questions, you get them thinking positively about their experience and you get to narrow down which car(s) would be best for them based on the answers they're giving you. It's kinda like haggling the price only this time you're using creativity to narrow down the choices.

One very important thing to do too is, you don't have to become the best buddy in the entire world with your customers, but show them you care about what's important to them. Because really, once you start talking to your customers, the "deal" or buying process becomes about them, not about you anymore. If you want to inject a few things like a car color you like or how a certain car makes you feel, that's fine, this tells people you're real and more than just a salesperson.

If you don't ask questions, you will never know what the potential customer wants. Set your attitude for the day (positive), show that you care, inject some personality, KNOW in your heart you ARE a pro at this because you're good at it, and people will be drawn to you because you're happy doing what you're doing.

Once you do this, you will be selling to people on a subsconscious level which is half the battle already. :-) Get them to open up to you and you just may not be able to........shut them up! LOL And that is what you want because at that point you've just created not only a sale but a future return customer and possibly some referrals. Amazing how that works eh?

ASK QUESTIONS AND GET 'EM DREAMIN'!! :-) Create a buying environment, not a selling one.

(no, I'm not a car salesperson, but a marketer just the same).

Mary Leedy

Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com

Copyright © 1998 by Bottom Line Underwriters, Inc.