Comment

Comment by NANCY SIMMONS on March 9, 2011 at 1:23pm

Awesome work John...building value specific to the client's needs!  You are a true pro!

Comment by Ernie Kasprowicz on March 9, 2011 at 12:28pm

Yes!  Always sell and relate the benefit of each feature to the specific needs or concerns of how your customer will be using the vehicle.  One can take it a step further by gaining the customer agreement that the feature/benefit is what they want to have on their new car.  ex) Mrs. Customer, would you agree the fuel economy and power provided by the 1.6 liter corolla engine is what you would like to have in your new car?  This will create an opportunity to continue to tailor your presentation to the needs and wants of each individual customer and help get them emotionally involved.