What is YOUR 'Road to a Sale?.....

Tom Wiegand sent this to everyone and I asked his permission to post it as a discussion, I think it's an OUTSTANDING one.

Craig's email request on what would we like to see discussed, got me thinking about the "Sales Processes" or "Road to the Sales" or "Steps to Success." Would it be enlightening and even engaging to gather an 'updated list' of these processes then divide them up to just retail folks within this group to "DEFEND" why this one, two, or three process(es) they are given to individually defend is the most important of all sales processes. I want to believe that some great ideas will come from some great retail people when a defense of every process is individually defended by a number of pro's. Perhaps everyone can learn some new ways of making each process count more! Plus, include processes that may vary somewhat in the Internet Department, F&I, BDC, etc. I am sure most of us can 'pick-a-part' a Sales Process, but defending every process from a retail pro may prove very helpful to many right now, yes or yes?

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Permalink Reply by Tobias Sedillos on September 7, 2010 at 6:30pm

Here's the steps to the sale that I use in my business, I like them best because they are easy & effective... and Yes, anyone can do it!

1. Make the phone ring with new opportunities.

Mine mostly come from internet exposure and Repeat and Referral Traffic. If you want to see what I mean by internet exposure - just google my name: Tobias Sedillos. Here is what my client base consists of: New fans, Soon-to-Be Fans, Returning fans - or were referred by somebody who is already a Fan. You are in control of who you choose to work with. See step #2 for the "How".

2. When I meet people, I treat them with the best level of service I can; and my focus is to connect with them as a friend.

This is the impression I want them to remember me by. "He was very kind and attentive - and would be nice to do business with if he has what we are looking for." I don't try to persuade them - I just do my best to inform them, and make sure the process is easy. I want them to do what is best for "them" - not what is best for "me". My goal is to make sure I am somebody they would want do business with - regardless if they do, or don't this time around - I want to make sure they would feel comfortable referring me to others; if they had the opportunity to do so. Step #3 is "How" I make sure they want to - and get the opprortunity to do so.

3. Stay in touch in a way that is unintrusive and consistent with the level of service you deliver - then let time work for you instead of against you.

If you do things this way, you won't ruin a good thing... Namely, your reputation - and your relationship with them. Remember this: If you pester them, they won't like you as much - and because of this fact - they won't refer you; or call on you the next time they need your assistance. Specifically, I don't make incessant follow-up calls, I don't send out email blasts; and I don't do self-centered newsletters by mail or email - and No - not even the "opt-in" kind. Here's what I do: I send them greeting cards and thank you cards - that's it! One to say "Thank You", "Nice to Meet You", or "Congratulations". Then I stay in touch in time, with a periodic card to say "hello".

PS: Here's the system I use to send out my cards that has made my life easier - www.SOCretail.com/SampleItFree

Best Wishes,

Tobias Sedillos
303-827-4785
www.Tobias303.com

Permalink Reply by Craig Lockerd on September 8, 2010 at 2:47pm

"The Steps"
Approach[Meet and Greet]
Interview[Qualify]
Feature Benefit,Feeling, Acceptance[Walkaround]
Test Drive[Demo
Service Tour[Service Tour]...lol
Numbers
Deliver
Follow up Sold and Unsold
Client Development[Prospecting]
We believe there are 5 "basic" ingredients to a sale
You[salesperson]
Store[[dealership]
Product
Price
Time[create urgency]
We believe as salespeople we should not lose the "control" that the client has given us when they come into a dealership.We believe that a salesperson must approach the client in professional manner,interview and gather information from the client for the client,inside at their desk rather than on the lot.
We believe that information should be shared with a manager to decide which vehicle best suites the client based on info given and received.
We believe a vehicle should be isolated apart from the rest of the inventory and we show a feature,share the benefit and most importantly what FEELING it will provide the client with
"People dont buy our products,services and ideas, they do buy how they imagine using them will make them FEEL".From the book The One Minute Salesperson
and then use "closing tie downs" along the way,to hear yes,many times.
We believe that a test drive is a MUST![We then close when the clients feelings and emotions are at their highest possible peak]
We believe a service tour is a MUST![selling dealership]
We believe in Professional Negotiations
A WOW Delivery
Follow up till "They Buy or Die"
.....And without a doubt we believe a salesperson MUST develop their Client Base with both new and time tested techniques

All this surrounded by Og Mandino's Rule #10 from his book A Better Way to Live
Beginning today, treat everyone you meet as if they were going to be dead by midnight. Extend to them all the care, kindness and understanding you can muster, and do it with no thought of any reward. Your life will never be the same again.
Have at it folks!

Permalink Reply by Bobby Compton on September 13, 2010 at 1:52am

Craig - Big Thumbs UP & Perfectomundo!!! B.C.

Permalink Reply by Craig Lockerd on September 13, 2010 at 8:06am

Interesting take on it,thanks Dan

Dan Creamer said:

The steps to a sale are different to one degree or another in most stores and when working in that environment I follow whatever they say are their steps to a sale. More importantly I try to convey that sales is both science and art and that if you commit to learning the science of it you will find the art easy enough.
I start with
• Attention
• Interest
• Desire
• Conviction
• Close
It is a short easily learned audit trail for the psychological steps to the sale and gives the potential salesperson a way to review through trial closes that I teach just where the customer is in the decision process.
For more advanced salespeople I use
• Create: Our goal is to create a sale in the here and now.
• Revitalize the mind: Open your prospects mind to other satisfactory and desirable solutions.
• Evince Logically: Desire is driven by emotion and justified with logic. I teach word tracks that combine logic and emotion when presenting features and benefits.
• Arouse Desire: The use of open ended questions and customer centric conversation to uncover the dominate buying motive and reinforce it.
• Trigger Urgency: The art of instilling motivation and fear of loss without applying pressure or being insistent.
• Effect Closure: Handling objections, asking for the business and closing on details.
To my way of thinking if you can get a student to understand the psychological process of making a buying decision and how to help move that along they become more aware, more committed and better sales professionals much faster than if you just quote the steps to a sale and turn them loose on the suspecting public.