1. Listen to your customers actively, be really interested, no, be fascinated! Sit on the edge of your chair, literally.
  2. Develop some rapport before giving your presentation. “Don’t spill your candy in the lobby,” and don’t tell the good news on page one.
  3. Be a “sales doctor.” Be sure that you’ve thoroughly explored exactly how your customers want to look and feel by driving one of your vehicles. Then support them in their conclusions.
  4. Ask for a “ballpark” budget figure, a range, “off the record,” “in round numbers,” and then refine it.
  5. Give your sales presentations only to those who are qualified to buy.
  6. As a salesperson, be friendly, but don’t make friends.
  7. Assume that prospects know nothing about you, your vehicle inventory, or your dealership and don’t tell
    until they ask.
  8. Everyone’s a “Number One.” Let all know that you know.
  9. Everyone knows when they’re being controlled or manipulated and we all resist it. Don’t do it. By
    letting your customers feel more “in control” you’ll actually be more in control.
  10. Follow all the steps of your dealership’s sales process!

 

Make it a champion day!

 

“SALES TRAINING MATTERS”