If you’re working numbers with a buyer, always have that car pulled up front in the Trial Close area. Pulling the car up signifies what? I’ve got a deal. There’s so much power in having the car pulled up front. If your customer changes colors or...
Turn service customers into your customers. How do you turn a service customer into a sales lead?Start with a good welcome question:”How are you doing today?”Keep asking good questions:”What kind of car do you have?””What service is being...
You’re a professional. It’s important for you to understand the job you have been given to do. So why did I name the steps of the sale? I named the steps of the sale for the same reason that streets have names. Names allow you to easily go from A to Z....
What is one of the easiest ways to build relationship and rapport with your buyers? Personalize your workspace. Why does this work? When customers see pictures of your kids or your pets, they often ask you questions about them. When your customers ask you questions,...
Should you hold a car for a customer? The short answer is no. Holding a car is giving your customer the chance to shop around. Holding a car is not gaining a commitment from your customer to buy the car. Taking a check is the same thing. That check is actually...
Why should you always give customers options but never give them advice? Sometimes salespeople feel compelled to give their customers advice. Guess what? Giving advice can cost you deals and money. Why? When you give advice, you eliminate options.If your customer is...
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