Being a true sales professional requires following the rules of ABC “Always Be Closing” or also known as my favorite ABS “Always Be Selling.”
Sales really is the same in all industries:
You have a customer who is looking at the product you sell and represent, and you need to show enough value in your product and in your skills to show them no matter what, you are the right choice. The product you represent is only a part of the buying customers final decision. What really is going to be the deciding factor is how much they liked and trusted their sales person and if he or she was able to create value in their product, and most of all in the services they personally offer.
You can’t change your surroundings, but you can change your attitude.
When you have the mentality: these people aren’t gonna buy, we don’t have the right inventory, the deals and leases aren’t good right now, no one is buying in this economy that’s exactly what’s going to happen, no one will buy from you. When you have the mentality today’s the day, this is the place, I’m the man and no one can do it better, do this with a smile and a positive attitude your going to sell at least 30% more sales and make at least 30% more commission per deal. Guess what? Customers want to deal with winners, and they can sense in five minutes of dealing with you if you have a winning attitude.
Build a lasting relationship by taking an extra 30 minutes.
I hear it all the time in surveys and from the forums I frequent, people buy from people they like. A customer can get a similar product from the dealership down the street for a similar price. Always remember this no matter what they tell you. People want to buy from people they like and trust, which is built during the rapport/relationship building process. When you are building this relationship move forward in the car buying process, but ask them questions about their family and what their kids are into. Touch base on what their profession is and what they like best about it. Then point out a general positive about their profession, never a negative, keep positive thoughts moving forward. Now start moving towards what they do for fun, their recreational activity’s: hunting weekends with the fellas or out on the boat with the family, keep them talking. Next start closing them towards a vehicle you were able to lead them to by what they told you they wanted.
Keep asking them questions about themselves.
So now you have built a relationship with the customer, and they are telling you everything with complete trust in you. Slowly land them on a vehicle that best fits their needs. Go over everything they told you they wanted in a vehicle, and then touch base on how this will benefit them in their personal life after everything they told you. Show them the value in the product that you as a professional feels best fits their needs. After you have done all this as a true professional in your field ask “can I earn your family’s business with me today on this vehicle” smile, and don’t say anything until long after they are done talking.
30% Sales Gain In 30 minutes recap:
So how by talking about someones family and hobbies can you make a 30% increase, right ? You accomplish this by asking people questions about things they like to talk about. You show and have a real like for these people and what they are telling you and repeat some things they tell you, so they know you are interested in them and their family’s best interests. The whole time asking questions you also asked them questions about what vehicles they are looking at, what colors they like, how they are going to be using the vehicle, and what they are going to replace.
When you have done all these things properly, shown a value in the price for the vehicle they are looking at, and proved you actually do care about them as people the sales is yours, and the negotiation is easy.
Another informative motivational Sales Training blog from NW&A Sales Trainer Noel Walsh, creator of “Conquer What You Chase” Sales Training from Ann Arbor, Michigan.