How do you customers know you are the good guy?

Auto shoppers want proof and social evidence that a product or service is what it is touted to be. How is your dealership providing or are you providing any third party, objective information that you actually "walk the talk" and take care of your customers?

Review services like Yelp.com, TripAdvisor.com and CNET Reviews are sites used by thousands of online shoppers every day. What is your solution.

http://carfolks.com/dealers/ruthebest.html

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Permalink Reply by Steve Richards on June 20, 2010 at 1:02pm

I use an evidence manual. Pictures, videos, and written testimonials from customers. I search daily for third party evidence attesting to the quality of my store and product. I follow my seven rules of creating and strenghtening trust; I talk straight, I negotiate fairly, but intelligently, I communicate my expectations as well as find out my prospect's expectations, I extend trust to my prospect, unconditionally (meaning I don't ask ridiculous commitment questions), I am as transparent as possible, I listen, and I keep any commitments I make.

I download and read 5 - 10 articles weekly on "how to buy a car". The dealership doesn't provide me anything; they don't feel it's important.

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Permalink Reply by Kevin Davis on November 6, 2011 at 2:54pm

Steve Richards said:

I use an evidence manual. Pictures, videos, and written testimonials from customers. I search daily for third party evidence attesting to the quality of my store and product. I follow my seven rules of creating and strenghtening trust; I talk straight, I negotiate fairly, but intelligently, I communicate my expectations as well as find out my prospect's expectations, I extend trust to my prospect, unconditionally (meaning I don't ask ridiculous commitment questions), I am as transparent as possible, I listen, and I keep any commitments I make.

I download and read 5 - 10 articles weekly on "how to buy a car". The dealership doesn't provide me anything; they don't feel it's important.

Steve Richards,

I am in the infant stages of my sales career. I have heard about the "evidence manual" from some national trainers. My questions is this, does this really have an impact on your sales? I know it isn't going to make super star over night but does it make that difference at the end of the year. I look around my sales floor and to be honest I see nothing like this, and there is even malice against things like this. I am the type of person that will whatever I have to do to create sales opportunity and I have been looking at this. Any feedback you have on this or any other prospecting/referral strategies I would greatly appreciate it. It is obvious to me that the harder I work to get people in the door the less I have to work on closing a deal, meaning they are there to see me so now I just have to not screw it up. Thanks.