Replies to This Discussion

Permalink Reply by David L Hoier on September 11, 2010 at 10:32pm

The mistake that is made by these "salespeople" is not selling themselves. You have to sell the person in front of you or they will never bring in or recommend you to the other person. Plus these "lookers" will be buying a vechical some time in the future. Everytime a salesperson and a customer meet a sale is made. Either we sell that person on our product or they sell us on their lack of interest, but someone is going to buy something.

Permalink Reply by Craig Lockerd on September 12, 2010 at 7:41am

well that's right Dave, most "salespeople" STOP this sale and never let it happen

David L Hoier said:

The mistake that is made by these "salespeople" is not selling themselves. You have to sell the person in front of you or they will never bring in or recommend you to the other person. Plus these "lookers" will be buying a vechical some time in the future. Everytime a salesperson and a customer meet a sale is made. Either we sell that person on our product or they sell us on their lack of interest, but someone is going to buy something.

Permalink Reply by Craig Lockerd on September 13, 2010 at 8:12am

Husband/Wife etc not there, salesperson knows this during the interview process but keeps selling, after demo drive ask for the business ,objection comes up again "I can't do anything without_____" salesperson answer yes that's right you mentioned that, but what are you going to do if ____ says no,you aren't allowed to buy it?"..................big% say something along the lines of "well they wouldn't say that"...Then we say " great the lets send you home in it right now,follow me and let me share with you one of the most imprtant reasons so many people buy their cars here at ABC Motors"...Service Tour!

Dan Creamer said:

The old standbys are trying to create some excitement around the idea of going to show it to them on the demo. If you can make it their idea it works 99.9% of the time. After a manager to’s the deal you can puppy dog it providing you capture the trade. You can set an appointment to either pick up the other party after work or bring it to their home for an evaluation ride.
If none of these work try to come up with a creative reason why it’s in their best interest to come back and see YOU. Then despite your scintillating personality that you are sure will lure them back don’t forget to follow up with a new reason for them to visit a.s.a.p.
I’d be interested to hear any other suggestions and what anybody thinks of these.

Permalink Reply by Ernie Kasprowicz on September 13, 2010 at 12:30pm

As I continue to develop repoirte with the customer who is present I would gain an understanding of the needs and interests of the missing party. I would highlight as much as possible how the features of my product would meet those needs as well as the interests of the person at hand. In otherwords, I would sell as if all parties were present. I would use trial closes to verify if in fact this would be the vehicle the customer would like to own...if price, color, equipment, trade value, monthly budget, initial investment, etc could be met. At that point and with the approval of my customer I would do everything humanely possible to go immediately to where the missing party was at the time. Often times the excitement and "buy in" of my customer would allow this to happen. Other times I would have arrange an appointment for all parties to get together.