By: I.C. Collins

Thru out the years I’ve learned that selling is easier and more valuable to both you and the client if you encourage customers to share their experiences and you make the client aware you are there to be of service to them and they decide to buy because of your service to them. Why? Because nobody likes to be “sold.”

Keeping this in mind, its’ not about the Vehicle’’ but HOW you present it. The quality of your vehicle or service is important but how can your client find out if they can’t see it? They have to FEEL your emotional bond.

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. Customers expect and demand that their needs and preferences are known and responded to.

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 and is off and running with his fresh bite and swimming with his big smile when all of a sudden he is pulled back and put in the net.

The same thing is 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 outcome 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. I would practice with my spouse and friends and I will tell you when you can sell them you are ready. This is not baseball three strikes you are out there's always something we can do.

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Now it's your turn: What are your secrets to success in business? What steps have you followed? What am I missing? Please let me know your thoughts in the comments section below, and please do share this post with your network to help inspire as many sales consultants as we can.