How do you sell more cars with the perfect exploration?
What’s an exploration?
How is it different from a walk around?
We all know how to do the basic 6 point walk around. It’s car sales 101, right? You walk around the car with your buyers and point out the car’s features and benefits.
So, how do you turn this basic walk around into a Perfect Exploration and use it to
sell more cars?
You make it personal.
To your buyers, this car you are walking around is personal.
It’s their livelihood. It’s their lifestyle.
Turn every feature, every benefit of the car into a personal benefit, a personal feature for your buyers. When your customers tell you something personal, kick that door wide open. They want you to show interest. They want you to ask questions. They want you to listen to their answers.
So, ask questions. Listen to the answers. Understand your buyer. Learn who your buyer is, what they want, and why
they want it.
Take what you learn about your buyer
and what you know about the car.
Successfully combine these
two and you have the
Make the car’s features personal to your buyers during the perfect exploration and you will sell more cars.
The Greatest Salesman in the World by Og Mandino has had a huge influence on my life and my career. In fact, I’ve been carrying a copy of this book for over 20 years. This book isn’t just for salespeople. It’s for everyone who wants to put the principles that drive success in their life.
“Only principles endure and these I now possess, for the laws that will lead me to greatness are contained in the words of these scrolls.”– Og Mandino
The book starts with a short, fictional story followed by 10 scrolls. The story’s good, but, to be honest with you, I’ve read the story once. The scrolls (each is maybe a 5-minute read) are critical to your success. Each scroll contains a principle that shapes your thinking. Your thinking determines your actions. Your actions create your results
So, let’s dig in…
“In truth, the only difference between those who have failed and those who have succeeded lies in the differences of their habits. Good habits are the key to all success. Bad habits are the unlocked door to failure.”– Og Mandino
This is a foundational scroll because it says that your life springs from your habits. What you repeatedly do becomes your life.
While watching the video about Scroll One, ask yourself:
Stay tuned. Next week we cover Scrolls Two, Three, and Four.
“Within me burns a flame which has been passed from generations uncounted and its heat is a constant irritation to my spirit to become better than I am, and I will.”
-Og Mandino - The Greatest Salesman In The World
Each year around the holidays we focus on some of the more important things in our life and that automatically makes us more introspective.
We self examine more. And the result of this is we start thinking about being better.
Who do we want to be in the new year?
And we start making resolutions.
What's the problem with resolutions?
They say most resolutions don't last very long.
You go to anybody's house you go downstairs and you see their Bowflex or their ski machine and its covered with clothes hanging on it.
So what happened?
I go to planet fitness at lunch most days, and in January the parking lot is full, and in February it's less full. By March it's back the way it was all year.
We made good decisions.
We know what we want.
We want it bad.
But somehow, making a decision is a lot easier than actually doing the work to get there.
We need a better plan.
If we truly want to change, it's simple.
Download the 4-page PDF and use it to follow along with the video below to build your game plan for the coming year.
There's no opt-in required. Just click the button and save the file as our gift to you!
This post will never go out of date. There's also no need to start on January 1. This process will serve you any time of any year, any time you are ready to make a positive change in any area of your life. Like all our training, it's based on timeless principles and will never go out of style.
The only difference from those who have succeeded and those who have failed lies in the difference of their daily habits. The ones that succeed and get what they're after are the ones that have a plan, that vision, and take daily action
Download the linked PDF below (no opt-in required) and and use it to plan your goal setting any time of the year!
Customers ask questions like this on the lot and on the phone every day. It's almost always asked before they've driven the car, or even know if they're really interested in it.
It’s not technically an objection, but the question comes from fear. It’s designed to put you on the defensive so it’s useful to approach it like an objection.
The more you give, the more you get. Teaching others cements what you have learned and deepens your understanding of it. Cultivate the mentality of abundance by freely sharing your knowledge and skills with other people.
"He could sell ice to an Eskimo"
"Sold a bill of goods"
“He’s like a used car salesman"
These common phrases reflect many people’s view of salesmanship. They reflect dishonesty or being taken advantage of.
The idioms of the word "sell" prevail in our culture; so much so, that manufactures and even some dealers think eliminating sales people will boost their business.
Knowledge is knowing what, why, and how to do something.
Wisdom is doing it.
Take the knowledge you have worked hard to obtain and put it into daily, diligent action.
Sometimes it seems as though we have time for everyone but ourselves. David teaches us how investing time in ourselves and taking responsibility for our knowledge, each and every day, produces enormous rewards and benefits.
When you show interest in people, they automatically like you more. Every aspect of your business is based on relationships. Do not miss an opportunity to build relationships.
Today, David talks about making more than just a sale. Make a friend. It is the basis for your repeat and referral business.
Thank you. I appreciate you. These are simple, easy words to say. Say them to your customers, your coworkers, strangers. Notice how good manners improves all of your interactions with others.