When dealing with customers it is vital to your success to always agree
first! Regardless of how extreme the request or idea of your customer is
you should always agree first. By doing so you will start your sales
process of on a positive foot which will allow you to share your logic and
expertise later in the deal with an open minded customer.
Far to often sales people will greet customers extreme expectations with
negative responses like NO or that is IMPOSSIBLE. All this will do is
create a stand off with your customer where instead of working your way to a mutually beneficial agreement, you will spend your time butting heads on who’s right hand who’s wrong, and that never results in a sold & delivered unit.
For example, when a customer says to you “I want $1500 for my 20 year old
vehicle with 300,000 km’s” try responding with a positive comment like
“that vehicle has served you well and I can appreciate the value it holds
“I fully understand sir and can guarantee we will get you top dollar for
These responses will start to build a relationship where the customer will
feel that you are in fact on his side with his best interests in mind and
that will work wonders for you in the close.
Remember there are many factors involved in successfully earning a
customers business and usually these types of requests are feelers for the
customer to gauge whether you are there to be of assistance or not.
When you go through your sales process in this manner it will build and
develop the rapport necessary to use logic and justification in the close
when overcoming the trade value objection.
Finally, If you are looking to create exceptional levels of success in your automotive sales career I can show you how to become a top performer in your environment!
For more info, simply click “Contact Us” on the upper right side of the page, and let’s talk!
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