By: Rich Palese

Those extra little touches can go a long way.

Shared: From your friends TechAutoCareers.com® the online resource for the  Automotive Sales Consultant

In my last article, I discussed certain things to avoid when selling to the wealthy. This time around, I'm going to cover some generally effective principles that should be applied at each stage of a high-touch sales process.

At evoJets, we interact with powerful CEOs, foreign royalty, sports and entertainment superstars, and almost every other type of high-net-worth individual imaginable. The process of engagement with these types of clients and their representatives can be intimidating, often with little room for error.

Below are a few important notes to keep in mind throughout the life of a high-end sales process.

1. Let the Client Lead
Don't ever be forceful or aloof in how you interact with clients--you should conform to their preferences, not ignore them or appear rigid. Lay that foundation right from the start.

How does your client choose to communicate? Did you call him or her and leave a message, but then receive a reply to your last email instead of a return call? Perhaps a text? That's a clue! Maybe the client prefers to communicate in writing and will only take a call when necessary. Don't take it personally; just adapt and let him or her dictate. We'll all be robots in 50 years anyway.

When you're on the phone, does the client bring up or respond to topics outside of business? If he or she does, take an extra few minutes and talk. Be sincere. There's no better way to let a client know you care about him or her--not just the sale--than by dropping the formal tone and just chatting briefly.

Is the client all business? No problem. Be concise and professional, and thank the person for his or her time, sir or madam, when you say goodbye. Put your next call on the calendar, circle the wagons, and regroup a few yards down the field. And, yes, you need the cheesy business-speak terms for this approach.

2. Be Decisive and Direct
There is nothing less persuasive to a buyer than an indecisive or wishy-washy salesperson. Have your opinions fully formed and defensible before you present them.

When you're ordering in a restaurant and ask for the server's recommendation, would you prefer the server say, "Um, well, I think people usually like the steak, but the fish is pretty good too ... " or "The steak is excellent; I've served 10 of them already tonight and everyone loved it"?

See what I mean? You should be ready for the steak-or-fish question with whatever you're selling. Give the client direct, honest, straightforward feedback, and be ready to discuss and defend it. Know your business and products or services inside and out before you pitch, and be direct in why they work for your client.

Confidence conveys authority, and authority achieves trust--and trust is the most valuable advantage you can have over competitors.

3. The Sale Is Only the First Step
Every business is different, but in most high-end sales situations it's a good idea to focus on the long-tail approach.

If you've done your job well to this point, you closed the sale and have developed a level of trust and respect with your client. The former is important, but the latter is lasting. Clients in the luxury space should be cultivated, not forgotten once the charge clears.

Make sure to check in immediately after your product or service has been utilized. Contact the client yourself, not through an automated system or your assistant. Before the sales process becomes a memory and the client moves on, make sure the person knows you care about his or her satisfaction and feedback.

The time you invest in making a positive impression at all stages will lead not only to future sales, but also referrals to other clients and a foundation of quality contacts going forward.

What do you think?

Now it's your turn. Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful?

If you found this post helpful to you or your contacts make your voice heard if you know others who will find this post useful. please take a moment to recommend it. Thank you!☺

About I.C. Collins

Author, Educator, Trainer and President: Has One Simple Goal:  I believe it is my mission and purpose to remind you, that you are meant to have the best life possible! You were created with intention and purpose and I am here to simply help guide you through your life’s journey.

He is the founder of TechAutoCareers.com®,  Author ~ How to Succeed in the Automotive Sales Industry since 1994 the online resource for the *Automotive Sales Fraternity™* a strategy consulting firm that helps the *Automotive Sales Fraternity™* gain and keep more customers through the smart intersection of technology, social media, and customer service.

A bottom-line guy, Collins doesn't shy away from telling the truth in ways that cut through the noise to deliver streetwise advice from someone who's been there and done that, many times over. 

I wanted to take a minute and THANK all the people that comment, like, and share my posts daily. I appreciate you all!