Secrets To Becoming A Professional
In order to be a professional in sales you have to L.A.S.T. which stands for this.
What is Look, Act, Sound, and Think.
This trap is the most common where a salesperson wants to "fit in" so bad that they will hang with the group talking about everything but work.
What is standing in The Huddle.
These first two steps of the SELLING process that can immediately make or break your chances of selling a vehicle.
What is 1st Impression and Warm Greeting
What is 71%
These help you investigate and build rapport during the selling process.
What are Questions?
If you continue to develop these every day you will separate yourself from the average sales person.
What are Selling Skills.
This trap makes many sales people miss out on a sell because they think the guest is just here to look.
What is Prequalifying.
If your customer doesn't like you then they won't do this during the beginning of the BUYING process.
What is Listen
Dailey Double
Having a vehicle with great gas mileage is an example of which buying motive?
What is Economy.
You should ask this type of question 45 times in 45 minutes.
What is a YES question.
Continuing to enhance these for 30 days, by always coming to work to work, train on your down time, organize your day, and not wait around for something to happen. Reaching your goals will become easier.
What are Work Habits.
Average sales people do this, get into this sells trap and spend their career talking to 'walk in' prospects.
The third and fourth step in the SELLING process is designed to get the customer to like you, figure out why they are here, and what they are trying to accomplish.
What is Building Rapport and Investigating.
Customers only care about 20% of these when looking at a vehicle.
What are HOT BUTTONS or FEATURES.
This type of question gives the guest two choices to help you investigate to find their hot buttons and buying motives.
What is an Either/Or question.
This can affect your ability to earn more money especially if you don't believe in the dealership, product, process, management, yourself and try to fight the system.
What is Attitude.
Dailey Double
Sales people do this and blame Lack of Inventory, Traffic, Add-ons, and The Market.
What is Justify Staying Average
Having this can help you to prove to the customer things about the dealership, vehicle, or and yourself.
What is an Evidence Manual.
This Hot Button is a customers primary concern.
What is Appearance.
What has changed in your life that has got you looking for a new vehicle? Is this type of question...
What is an Open Ended Question
Following up with customers, asking for referrals, handing out your business cards everywhere you go, and advertising your profession on social media for future buyers are all examples of this.
What is Prospecting.
Getting into this trap you will work long, hard, and with good intentions but will never sell enough to make a good living.
What is having No Goals.
80% of the decision to buy is made in this step of the Selling Process.
What is the Presentation Steps.
50% of all customers said they bought on the spot if they just got these two things.
What is a Presentation and Demonstration?
This person controls and wins the conversation.
Who is the one asking all the questions.