You never want to make the customer feel threaten as this could be a turn off. One or two things happen at this point you either start selling price or they leave.

 For each member to take personal responsibility  * Code of Ethics (http://www.techautocareers.com/TAC_Ethics.htm)    Please feel free to visit our site TechAutoCareers.com® (http://www.techautocareers.com) and view our Code of Ethics.

 * Honesty and respect for the individual.

 * Responsiveness to the customer.

 * Job competence.

 * Proactive involvement.

 * Long-term view of customer satisfaction.

 * Commitment to the team.

 * Continuous improvement.

 There's a sort of rule of thumb that goes like this: Customers buy on emotion and justify on reason. In other words, we as buyers, think we're being rational in making a decision to purchase, or in choosing among different offers, but in reality we make the decision with our hearts and then justify that decision with our reasoning powers. We always buy from people we like or share common interest.

 Of course, we must use emotion ethically and responsibly. If you plan to use it, step back and ask yourself how you would respond if someone else directed that kind of a message to you. That's always a simple but helpful test. Logic is overrated it is up to us automotive sales consultants to build in trust and emotion.

 I have always said selling cars to me is like fishing. When you prepare for fishing, you take what is necessary. The same should be done as we prepare for selling cars. The fisherman throws his line out after all of the proper preparation the fish sees it thinking he has an easy prey is off and running with his fresh bite and swimming with his big smile. All of a sudden, he is pulled back and put in the net. The same as in selling cars we should let our customers feel smart and special and believe they are making all of the decisions with our input. Now who was in control the fish or the fisherman? The final out come is when we put that report of sale in the window. Just as the fish thought, he had control before going into the net the customer is to feel they were in control even after the sale.

 Now in order for us to do this with repetition we have to practice and practice our complete sales process from the meet and greet all the way to the wave off. Leave no stone unturned. This is not baseball three strikes your out theres always something we can do.

 When walking and talking with your customer in selling you never want to make a sale. We want to build value and make customers for life and if done right you should be the first one on there mind when they need such service. We want to sell him~her and all of there family and friends. This is how we go from making a sale to building a relationship

What do you think? Do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

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