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Will You Add? - Closing in the Car Business
When a prospective client is talking to you, reading your newsletter, scanning your website, you can be sure that he has Radio Station WIIFM running through his head.Let's face it - customers don't really care about you and your company. Clients care about themselves.They care about WIIFM (pronounced wiffum) = What's In It For Me? Initially at least, they don't care how long you've been in business or how wonderful you are. Until they know what you can do for them, they're unlikely to want to know anything about you. Sounds harsh, do
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that
If you remember black and white TV, you are dating yourself. Perhaps even carbon-dating yourself. But I remember sitting in rapt attention when color TV came to town. Your audiences will do the same if you add some color to your presentations.Color - in terms of presentations - is mostly about the voice. Humans have a remarkable sound system, but most people don't use 10 percent of their vocal ability. Vocal color is a guaranteed method of gaining - and holding - the attention of your audience.There are four elements of voice you can c
Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation.
Your customers need help overcoming the “P” word. Procrastination! Procrastination is natural when it comes to making a buying decision. Your customer is trying to avoid making a mistake! They fear making payments on the wrong car or truck. Fear makes cowards of us all!
The question they need help with… “Is this the right vehicle for me…. regardless of the price?”
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that i
Looking for effective new ways to grow your business? Personalized engraved corporate gifts can be used in very creative ways to increase your company's sales.1. New Product IntroductionPersonalized engraved corporate gifts can often help carry informative copy that educates a target audience (potential market, distribution channels, etc). An example could be a software program that highlights or cleans up accounting discrepancies - part of the marketing mix of a solution could be a highlighter, magnifying glass, a lint brush, and a ho
The question they need help with… “Is this the right vehicle for me…. regardless of the price?”
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that
IntroductionMulti-Level Marketing (MLM) is a system of marketing that has been around for some time. Also known as Network Marketing, it is a method of distributing products that involves little or no mass advertising. Instead, marketing of the product is spread by word of mouth of its users.Of course, word-of-mouth marketing is around even longer than MLMs, so what makes it different? Unlike traditional word-of-mouth marketing, the users who spread the word for the company, and gets others to buy the products, gets a
The question they need help with… “Is this the right vehicle for me…. regardless of the price?”
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that
When you’re buying a car or a house, you absolutely, unequivocally know you’re entering a big-stakes negotiation, the result of which will mean thousands of dollars saved, earned, or lost.So, it’s fairly easy to get up for the game, emotionally, but that doesn’t do much good if your haven’t built your skills to an equivalent point.You need to be READY to negotiate the big items of life, but because most of us do so only once every four or five years, we aren’t up to speed.There is only one way to get more experience and that is
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that
A brochure can be an effective way to sell your product or service. So it’s important to take the time to maximize the impact of your brochure to catch the eye of potential customers. If you follow these 7 steps, you are on your way to a winning brochure.1. Keep it Simple Do not be tempted to created an overly complicated cover…simplicity is the key. Your goal is to get someone to open the brochure, not marvel at the complex cover.2. White Space is Good Avoid cramming the inside of the bro
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that is the closest you have to meeting their needs. If the ‘best available vehicle’ is not perfect so what? You seldom have the exact vehicle in stock. Therefore present what you have that is similar and use it to sell what your client wants.
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of a dealer—it was pathetic. Is your vehicle presentation pathetic? Maybe… occasionally… too often? (I will focus on Power Presentation skills in a future Automotivator edition. www.automotivator.com)
Create the ‘right climate’ for closing.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle.
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How to Use Questions in Direct Sales
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