Comment

Comment by Marsh Buice on October 29, 2012 at 8:41pm

Gut I meant to say, not guy ;)

Comment by Marsh Buice on October 29, 2012 at 8:39pm

Mr. Natural, I agree with the fact there should be a sense of urgency- the customer has to feel they will miss out on something if they don't act. There has to be a timing as to when to "hammer" the close to make the sale. There needs to be a gradual buildup in order to effectively close the sale. When customers drive up, they tend to bring their past experiences to the lot with them- they may do it, but we should never bring a negative experience from one up to the next. In my opinion, I'm unemployed until I can get the next customer to say yes- like dating it doesn't always happen immediately.

I may be naive, but I don't trust my guy, my feelings- I do trust the fundamentals and proven processes that have worked time and again. I'm just not that talented;)

Thanks for your comments, support, spirit and compassion to our industry.

Comment by Mr. Natural on October 29, 2012 at 5:46pm

What ever happened to "Gut Feeling?"

Comment by Mr. Natural on October 29, 2012 at 5:44pm

Gentlemen...Where and when did we loose the guts to call a spade a spade? To tell it like it is? (This is the "other" Mr. Natural talking now.) Why don't we have the guts to tell it like it is: "Mr. Customer...You are wasting not only your time, buy mine as well. The used car you are considering will not be for sale in a year. The new car you are looking at will have changed significantly in a year. The price will be higher in a year. The incentives will be different in a year. The price of gas will be higher in a year. The market and therefore you decisions will be different in a year. The price of everything will be different in a year. You will have already purchased a car in a year. The economy will be headed in a completely different direction in a year. You will think differently about cars in a year.  Get a life. Buy what you want when you want it. Quit making your life so complicated. Seek treatment!"

We live in a society with far too many choices, and many of us are on option overload. People get so lost in trying to make a smart decision, they end up unable to make any decision. Or end up making a poor decision.  "Look before you leap, but he who hesitates is LOST"

Comment by Marsh Buice on October 29, 2012 at 5:14pm

'Preciate you Zachary ;)

Comment by Zachary Dunn @YourAutoGuyZach on October 29, 2012 at 4:42pm

Great Video, Marsh! Thanks!

Comment by Marsh Buice on October 24, 2012 at 8:01am

@ Don: Don, that is an excellent analogy; we don't know what it took for our customers to show up. We lose sight of, as Mark Tewart days, "TLC" Thinking like a customer. We've got to meet them on their level- I love it! Thanks for taking the time to share, I will relate this to my crew.

@Mark, always appreciate you Mark!

Comment by Don McEwen on October 24, 2012 at 7:46am

One morning before work as I tried to help my 3 year old who was getting frustrated trying to connect two pieces of Thomas the Train tracks, my wife who has a degree in child psychology said "meet him where he's at mentally". I took this profound advice into my next sales meeting and have been preaching it ever since.The customer may actually be 1 year away from purchasing or they may be using the statement "I'm not buying today" as a defense mechanism to avoid duplicating some previous experience. I teach salespeople to expect and be prepared for just about any comment you could imagine at the meet and greet and then to acknowledge it, sit down and start with the rapport building process. The more outrageous the comment the more of a calming effect the presentation needs to have. A great exercise for a sales meeting is to discuss the first "trigger" that started the whole process for the customer, was it their last lease payment? A collision? Their neighbor's new car? A compelling TV ad? Then they start to notice more and more of their desired vehicle on the road and begin discussing it with their spouse and friends. Next they spend hours and hours online researching the vehicle, trade values and playing with finance calculators. Finally they decide to come to the Dealership on Saturday, they have a good breakfast, bring the kids along for a diversion if necessary and then they make a pact in the car on the way-"whatever they offer us we will NOT buy today!" They pull into the lot and approach the showroom door, their palms are sweaty with fear. As the salesperson approaches they size him/her up and think to themselves "oh boy, this guy looks like a real veteran" and ready themselves to put their plan into action. The salesperson smiles and says "welcome to ABC Chevrolet, how can I be of assistance today? and the customers says "we're not really sure what we want and we just started looking"......Really? And the salesperson buys it every time! The reason is that they are not considering what this customer has gone through other than the front door, what it took to finally have them standing there shaking hands. Try this exercise in your next sales meeting, have them build the customer experience from the first moment and ask them to relive it in their mind as they approach the next customer with a smile and a handshake-meet them where they are mentally.

Comment by Mark Tewart on October 24, 2012 at 7:34am

Good video Marsh.

Comment by Marsh Buice on October 24, 2012 at 7:12am

Mr. Natural, well put! When we are new, we look for the opportunities in each up, 60 days later, as a "veteran," we look for the problem in each up. Sold or be sold-either way a sale is made ;) thanks for your support G.

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