Technology can be a great addition to your Sales Process.
When I first started selling cars, my CRM was an index card. We’ve come a long way.
Today, your CRM can be an amazing tool.
However, like all tools, if it not used properly, it can be a barrier.
It can be a barrier to developing the relationship & trust you need to close
your deal today, maximize gross, and make your buyers feel comfortable.
Where do relationship and trust come from? They come from first seeking to understand your buyer (before trying to be understood).
You need to learn:
– What your buyer wants.
– Why they want it.
– Who they are.
– How the vehicle fits their life (family, work, & play).
The CRM scanner, when used appropriately saves you time.
When used inappropriately, it costs you relationship & trust.
Learn to use CRM scanners in a way that enhances the Excellence Roadmap steps you walk your buyers through every day.