By: Bill Rosenthal

Shared: From your friends #*@TechAutoCareers.com®* the online resource for the *Automotive Sales Fraternity™*

One of the joys of doing pre-call research is that it can help you uncover the drivers and motivators a client doesn't always share. One of the hazards is you can think you're smarter than you are.

One sales manager recently shared an experience she had on a ridealong with a member of her sales force. The client began to tell the rep about something going on in the company. The rep replied with, "I know, I read it in the paper and..." Then proceeded to share everything he had learned. The problem is that what the customer really wanted was to vent... she looked at the rep and said "You DON'T know..." and lit into him.

Here's the lesson: let the customer tell you their own story, their way. You will pick up more than just the basic information- you'll also pick up emotions and nuances that will help you uncover motivators and drivers.

What do you think? Is this something you can benefit from or 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.

About I.C. Collins

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

He is the founder of TechAutoCareers.com® the online resource for the Automotive Sales Fraternity™ the smart intersection of technology, social media, and customer service.

Author ~ How to Succeed in the Automotive Sales Industry ~ For over three decades a bottom-line guy. Collins doesn't shy away from telling the truth in ways that cut through the noise to deliver streetwise and corporate knowledge from someone who's been there and done that, many times over.

Visit us at http://wwwtechautocareers.com