Comment

Comment by Mr. Natural on August 25, 2012 at 5:37pm

Back when I was on the line, we had a different situation at one store I was at for quite some time. This store had sales persons desks lined along the perimeter of the showroom. A long glass wall facing the lot and parking area. It was often possible to park the vehicle being sold just on the other side of the glass from the desk we sat at with the customer. This put the object of the negotiation just a few feet away from the action, and in constant view of the customer. I'm not sure what you'll think of this David, but it seemed great to us at the time.

I have always felt that allowing the customer to park the car without some guidance can be problematic. I have always maintained that the customer will invariably-if left to their own way-park the car right back where it came from...putting the cookies back in the cupboard.

I like your stuff.

Comment by Chris Saraceno on August 16, 2012 at 5:25pm

Excellent

Comment by Ernie Rizzolo on August 16, 2012 at 4:27pm

Meant to add that there would be very few Doctor's appointments kept with that statement. 

I don't suggest taking time to park the car back in its spot but I do like to say" let me get these keys back on the board so someone else can show the car".  A little urgency may move the process rather than giving the customer a virtual "hold without a commitment". 

Comment by Ernie Rizzolo on August 16, 2012 at 4:22pm

Dead On!!!!!!  Why trial close at all?  Do your job and make sure your on the right car and when that customer asks "How Much" reiterate the vehicle choice and ask for the business before a "pencil" Solve the objections and re-ask.  Trial closes are for the weak knee'd that need confidence builders before they ask for the business.  And, yes, why insinuate a negotiation?  It doesn't make sense to announce that the most uncomfortable part of the process for the customer is about to begin.  Doctor to patient when the appointment is first made "when you come in I just want you to know after I make you wait for an hour I'm going to put you through the most painful experience ever, now when would you like to come in?" 

The job done properly doesn't need any old cliche'd closes or tactics.