Last week I talked about transparency and interaction with the customer. This week I am going to elaborate a little more. In all of the articles I read, the writers are always talking about the "close". Today, I am going to talk about approach.
Have you ever shopped a competitor's dealership? When was the last time you spent $15-30k on a car with someone you didn't trust? What I am getting at here is that, even with the recent closures of so many dealerships, customers are still shopping you - the salesman - more than they are the car itself. Of course you have a few customers who are going to buy the car regardless of how you approach them, but what I'm talking about here is attaining customers that buy based on their experience with you.
Think of it as an interview. Your answers may just seal your fate before you even realize it, rather than sealing the deal. Consumers are getting smarter and smarter, they are researching and obtaining more and more information about what they are buying. We all know this
I'll leave you with these thoughts this week:
1. Before you approach the customer take a breath, and while maintaing a positive attitude about your ability, approach the customer with the thought that you may not close this sale today. Tell yourself this so you don't come across as that typical over-excited car dealer.
2. Don't Pitch... ask questions and be genuinely interested in their answers and provide answers. If you don't know, be honest.
3. All in all, you have to tailor your approach. You know which customers are going to be easy deals. When you're closing up shop at the end of the week, ask yourself if you lost any deals this week because you cared more about the sale than the potential customer's needs.
Lastly, do you want your website to have a new approach too? When was the last time you looked at the message your website sends? If you would like some help, or maybe just have some industry questions, check us out at XIGroup or our Demo Site.
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