Welcome back to our video series, Ali Reda’s Road to Sales Success! We’ve been taking a close look into the sales process of my good friend, Mr. Ali Reda! You see, we’ve been working on a new program - one that condenses what Ali did in ten years, and allows you to do it faster. This business is all about people, and we want it to work for you!  We want you to succeed, and we’re going to help you do it. Have you been following the career of Carlos Huerta? He’s a new salesman at Les Stanford, and for the last several months he’s been working directly with Ali to perfect this process. We’ve learned a lot as we’ve all grown together, but a few things remain constant. I invite you to watch this week’s video to hear more.

This is important, y’all! Get a pen, and write this down.  Before you walk the lot, before you waste your time and theirs - you’ve got to get their picture. Figure out the “PP” first so you can narrow it down and help them set their sights on a few options that really do work to solve their needs. Otherwise you are just wasting time, and training yourself to be stuck in a process that doesn’t work. So, let’s start at the beginning. What’s the “PP,” you ask?  There are two major reasons people do things - to move away from a problem, or toward a possibility. That's the “PP” – problems and possibilities. And how do you figure out their problems and possibilities? Great question and not a bad start! Ask questions to get their picture. Getting the picture is the first step in selling, solving, or serving. What questions should you ask? 

• What are you currently driving?
• Did you buy it new or previously enjoyed?
• How long have you had it?
• When is your next payment due?
• How much are your payments?
• How did you get your payment so low?
• What do you like best about your vehicle?

What else do you like about it? What else? 

• What do you like least about your vehicle?

What else don't you like about it? What else?

• Who else drives the vehicle?
• Who else rides in the vehicle? Kids? Spouse? Critters?
• Do you take any special trips? 
• Do you haul anything with the vehicle?
• Do they have any hobbies they need the vehicle for?

Have you heard any of this before? I hope so!  So what’s different? I want you to listen to them - really listen to the answers. Remember you are serving this person. You’re going to find them a car that solves their problems, changes their possibilities, and creates a lifelong relationship. You can find all this in more detail if you refer to Chapter 2 of Keep It Simple Selling. Haven’t read it yet? Click here to get your copy now. Are you excited!?! Me too.  Share your experience in the comments below. I want to be there with you every step of the way!