Some customers you just can’t seem to close. Often, it is because they want things you cannot give them. When a buyer wants something that seems impossible, focus on what you can do for your buyer.
Ask yourself these four questions:
During Step One of the Sales Process, you focus on building relationship and trust with your buyer. Use this relationship and trust to figure out what you can do to help buyers and meet their needs. Be creative with your solutions.
Present your solutions as a win for your buyer. Let them know how and why the
different vehicle, payment options, lease option, etc. benefits them personally.
(Remember: you learned your buyer’s what, why, and who they are during the
Understand Goals step.)
Think about some of your past, unclosed deals. Ask yourself the four questions.
How would have these questions helped you close the deal?
Why is your belief system important?
Why does it matter what you think?
It matters because what is in your mind will be in your buyer’s mind. So, what you
believe your buyer will believe.
Your Excellence Roadmap sales training teaches you three facets for each step of the Sales Process:
As you go through the training, it’s not just the what and the how. The why is just as important.
When you fully understand why you begin to transform your thinking. When your thinking transforms, so will your buyer’s thinking.
How do you, and your sales totals, survive and even thrive this time of year?
I’ll tell you how. Action. Action causes action.
Be careful what you say and think to yourself.
It will drive your actions and, ultimately, your results.
I’m sure you’ve heard it before…
“You cannot sell cars during the holidays.“
“November, December, and January will be your slowest months.”
Guess what, that is absolutely not true.
Your sales are up to you.
Your sales totals, your monthly income is determined by your actions.
Do not just sit around and wait for things to happen.
Salespeople: If customers are not walking on to your lot, take action to make sales happen. Grab the list of your last 90 days of ups and opportunities. Grab your list of expiring leases. Make calls. Schedule appointments. Look for repeats and referrals.
Managers: Your store totals are the accumulation of all of your salespeople. If every salesperson is concerned about doing the right things to make a living every month, your store will have a great month. Coach, lead, and inspire your team to take action.
No matter what the market conditions, you are the master of your results. Watch the video below and avoid the thinking that sales are slow during the holiday season.
Make the winter months your best months.
“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.
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.