![]() Understand Competitive Perceptions: In my opinion, one of the great opportunities you have to build value and close business is when a prospect brings up competitive vehicles. Remember, the key to sales is to provide more value than what the prospect is expecting.Ĥ. If you share this fear, then you are probably locked into a pattern that is preventing you from being likeable, which probably means you’re not creating enough value to make a prospect feel obligated to do business with you. Their belief is based on the idea that the more information you provide a customer, the more they’ll shop you and buy elsewh ere. Many sales professionals believe that sharing information is a bad thing. Deliver More Value: You can never deliver too much value. Just make sure you’re doing it with a smile.ģ. You also have to be there for your customer. The age of salespeople just being actors is either dead or dying, so be yourself because everyone else is taken. Being likeable means you have to be nice, respectful, enthusiastic, confident and, most importantly, authentic. Be Likeable: Being likeable is like “relationship glue,” but you have to stay likeable from the first interaction to the last. Hey, the key to getting a few more deals every month could be a simple change in approach, so give it a try.Ģ. Then conduct some “A/B testing,” a cool term used by marketers to describe a method of testing different approaches on a targeted audience to see which garners a better response. ![]() To prepare, start looking for new stories and analogies on which you can base your word-track. So, next week, I want you to try two to three new word-tracks to explain a process, feature or benefit to a customer. My challenge to you is to commit to trying different approaches. ![]() It’s as if we operate on autopilot sometimes, right? Problem is, you limit your ability to adapt to situations or customer behaviors when you do. We may even fall into a pattern when we explain features and benefits. They can range from what we say to customers during the meet-and-greet to how we respond to objections. ![]() Break Patterns: We all have patterns that we fall into. This month, I’d like to help you fight the monotony with five ways to keep you fresh and operating at your best.ġ. Unfortunately, the car business can be monotonous, causing even quality sales professionals to fall into patterns that zap them of their potential. I doubt Janet Jackson was thinking about the car business when she wrote, “What Have You Done for Me Lately.” But the title of her 1986 single sums up our industry, because everyone from the showroom salesperson to the advisor on the service drive has to face that question daily. ![]()
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