Patience was defined to me by my parents as a “virtue”. I guess they meant it’s good to be patient?!?

But in 2015, who really is patient for things?

We live in a now generation, where we expect to get things now!

We can’t be bothered cooking dinner and want our food now so we go to the fast food drive thru’s only to be told “sorry sir, there will be a 3 minute wait on your chicken nuggets, do you mind parking over there and we will bring it out to you?”

And then when you do get the order, who waits til they get home to crack open the chips, drinks and burgers? Why wait when you can have it now!

Even if you want to buy a new to, couch, holiday or car, you can buy now, pay later. Why, because we aren’t taught the art of delayed gratification anymore.

When you are selling a product or service, remember your clients are the same. They don’t want to hear that 2 letter word “no”! They want you as a salesperson to assist them get want they want or need as soon as possible and with the least amount of hassle and haggle necessary.

Nothing worse than being on hold at Telstra for 30mins while they try to fix your mobile account… Argh! Or when that salesperson tells you he”ll call you back in 10mins only to get a call 4 hours later…

Google tells us the average time on a website page is between 4-12 seconds. If you don’t grab my attention and answer my questions within 12 seconds, I’ll be clicking the back button on my web browser and moving on to another site.

When a customer walks in to your store, greet them promptly with a smile and say “welcome to Booths Motor Group, my name is Dave, how can I help?”

Any more than 2 rings on the reception desk or sales phone is too many… Get onto it! Run!

And if you don’t know the answer to a question just simply say “that’s a great question, why don’t I clarify the answer for you quickly” and then make it snappy. If you don’t answer it promptly, the salesperson down the road or Dr Google will tell him and all your rapport and credibility will be out the window.

The reason we have a sales process is to make things flow in a simple and easy format to build emotion and value whilst reducing the focus on the dollars.

Have you got one of every car ready for test drive? Have you got a good colour range? Could you take a vehicle to the customers home or business instead of them having to come to you? 

When they make an odd request do you look for ways to do it rather than not?

And most importantly, do you communicate how easy it is to drive and purchase a vehicle with us, whilst empathising with them the important decision they are making.

And if you can deliver the car on the same day as selling it, what better way to give customers what they want, with the least amount of fuss!

If any part of the process becomes long, boring and hard to communicate, you’ll lose that customer..

So that’s right, no more leaving customers at your desks for 10 minutes whilst you write up the trade and chat to the boss… Boring!

Finding out what your customers want is as simple as asking them, and then having the ability to SHUT UP and listen! You need to be on the look out for what are the “hot buttons” what are the key features that will be talking their language?

Questions that will help you understand this could be….

- what’s most important to you in your next new car?

- what are the must have’s?

- what’s something you’d really like to have in your next car if money wasn’t an issue?

- what are you most hoping to achieve from your visit today?

And when they don’t want to make a decision today, with diplomacy, and tact, you need to ask the following…

- what would make this process easy for you to own one today?

- are you happy with the product? My service? Are you happy with the price? If you’re happy with those 3 things, let me make this really simple for you and get delivery on this vehicle organised for you asap so you can be enjoying it right away. Would this week or next week suit you?

- if you don’t mind me asking, based on what you’ve seen today, why would you delay owning one?

- my job is to make a very complicated experience very easy. Have I done that for you today?

Give your customers what they want… Sell them a car! They didn’t come in looking for handbags or a new surfboard. They’re hear to buy, so let’s make it easy and enjoyable for them!

Great selling