Top sales consultants know there's a reason nature equipped them with two eyes, two ears, and one mouth. They use their eyes to observe a prospect's nonverbal communication. They open their ears to listen to what a customer does and doesn't say. And most important of all, the best-sales executives don't utter a sound until given permission meaning after they've processed exactly what they've seen and heard. To be the best at what you do you have to be looking and listening before speaking.

Know how to read:

You have to study your customers' eyes each and every night. Don't approach a customer unless you have established eye contact: It tells you whether they want to engage in conversation with you or to simply be left alone. You have to have the ability to read people. Talk about a value add! (wheels, tint or other after market ideas) I find emails are a difficult way to read a client's or prospect's comfort level. That's because there's no emotion in email or social media unless someone types in capital letters. I can much better assess a client on the phone but I really prefer face-to-face meetings." It's about setting or selling an appointment always insistence on in-person interaction.

• In order for a customer to make a purchase, you have to make an offer. Look for ways to build offers into your sales process. Let’s take, for example, cross-selling--the art of getting existing customers to spend a little more money with you. And it doesn’t have to take much. In fact, you encounter retailers trying to cross-sell every time you see a “Buy one, get one half-off” deal. Take two or more of your selling methods, and build additional offers into the process.

• Remember the old saying about how it’s cheaper to keep a customer, than to find a new one. Show some gratitude by sending your customers a note of thanks, and don’t forget to invite them to do business with you again.

For the most part, selling is about building relationships and creating value for the customer.

Three more tips:

"Be honest with yourself and your customer"

You have to truly love what you do for a living in order to be successful in attracting and retaining customers. Try to put yourself in your clients' shoes and imagine what their wants and needs are. It'll make you a better sales consultant.

If you can't provide the very best service, they'll find someone else who can.

Listen to your coustomer. Try to anticipate there needs. Have fun doing what you do and that, in my opinion, is the hallmark of a truly great client-sales consultant 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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