Understanding, Working with, and Selling to the "C" Compliant Personality
The "C" compliant personality represents seventeen percent of the population. They are task oriented like the D. The C is systematic, analytical, detail oriented, self- sacrificing, serious, and is genius prone. They can also be moody, negative, critical, revengeful, and unsociable. They set high standards and want to make sure that everything is done right. In their job, they are creative problem solvers, job finishers, scholars and persistent. There limitations include preferring to deal with tasks instead of relationships, spending too much time planning, setting unrealistic goals, agonizing over imperfections, and are hard to please.
As a customer they are researchers. Their worst fear is making a mistake, so they exhaust themselves gathering information, before making a decision. Socially insecure, they prefer the internet over people and visit as many third party sites as possible before visiting a dealership.
You might expect this response from a "C". "Yes, we are here to look at three vehicles. We are in the research phase and not going to make a decision today. After we leave, we are going to look at other makes and models at other stores before we make a decision". Most sales people think, and say, "Great. Let me go and find a sales person for you". They are thinking I am not going on three demos with these guys, I need to sell a car today! Interestingly you need a customer to do that and you just let one get away!
This is how to respond. "Great, sounds you have a plan. Which one would you like to see first"! Perform a world- class walk around and go on a lengthy demonstration drive. That's a lot to do three times isn't it? Believe me half way into the first demo your customer will be thinking the same thing.! Chances are you are the first dealer because they want to buy from you and the vehicle they drive first is the one they want the most. After the service walk, make an effort to ask for the sale. Use an evidence manual loaded with third- party information during the negotiation. C's don't believe what they hear. They believe what they see! Do this and you will close 3 out of ten! That's thirty percent!
What are your thoughts on the subject?
As a customer they are researchers. Their worst fear is making a mistake, so they exhaust themselves gathering information, before making a decision. Socially insecure, they prefer the internet over people and visit as many third party sites as possible before visiting a dealership.
You might expect this response from a "C". "Yes, we are here to look at three vehicles. We are in the research phase and not going to make a decision today. After we leave, we are going to look at other makes and models at other stores before we make a decision". Most sales people think, and say, "Great. Let me go and find a sales person for you". They are thinking I am not going on three demos with these guys, I need to sell a car today! Interestingly you need a customer to do that and you just let one get away!
This is how to respond. "Great, sounds you have a plan. Which one would you like to see first"! Perform a world- class walk around and go on a lengthy demonstration drive. That's a lot to do three times isn't it? Believe me half way into the first demo your customer will be thinking the same thing.! Chances are you are the first dealer because they want to buy from you and the vehicle they drive first is the one they want the most. After the service walk, make an effort to ask for the sale. Use an evidence manual loaded with third- party information during the negotiation. C's don't believe what they hear. They believe what they see! Do this and you will close 3 out of ten! That's thirty percent!
What are your thoughts on the subject?
Replies to This Discussion
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Permalink Reply by Joe Brunner on
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Thank you so much Rachael. I really appreciate what you said. A vendor/ dealer relationship is no different than a sales person/ customer relationship. Vendors need to respect dealers just as they would a customer. It's all about helping the dealership first! I am DISC certified and can test all of your sales staff if you like. Understanding the DISC is nice, but you must know in detail who you are as well as your peers to truly be effective. Thanks again and let me know if I can help... Joe
Rachael Schulz Dunbar said:Thank You Joe!
Now that you have given away all your trade secrets for free I can make more success in my own pocket:)
Great work!!!
I honestly looked forward to this discussion every day. It was almost like an addictive cliffhanger!
Now come up with another great series :)
How about "The right way for a vendor to approach a dealer" like not submitting internet leads and ruining my ratios with your spam! More reason to ignore it and not even consider the product. -
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I hear you loud and clear Suzanne. Dealers spend so much to get customers inside and so little to make sure they are treated well. Let me know if I can help.
Suzanne L Fitzpatrick said:Thank you for sharing this article Joe. I see many customers leave our showroom "emptihanded". As you and I know, this could be averted if the salesperson just took the time to identify the customer. -
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Permalink Reply by Rachael Schulz Dunbar on
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hMMM....Wondering where the "print series" button is
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Message me your email and I will email it to you! Unless that messes up your quotas lol
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HA! Don't tease me Joe....I just now realised there was a hidden sales pitch in your message :P !!
It only messes up quoatas when they go onto your website and use the "inquire about a car" link to tell you about thier mailer! Thats my pet peeve, when at the bottom of the page is my direct email address! One vendor actually pointed out that its to his advantage to ruin our ratios and make us look bad to the boss so the big man will invest in his product, lol! Then theres the ones who send you things that must be wonderful but can't be viewed from the office. I am sure I am not the only one who has no access to youtube, facebook, or anything else considered "fun" at work.
Joe Brunner said:Message me your email and I will email it to you! Unless that messes up your quotas lol -
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There is no hidden pitch Rachael. The training is yours to keep. I sent you the information you requested.
Rachael Schulz Dunbar said:HA! Don't tease me Joe....I just now realised there was a hidden sales pitch in your message :P !!
It only messes up quoatas when they go onto your website and use the "inquire about a car" link to tell you about thier mailer! Thats my pet peeve, when at the bottom of the page is my direct email address! One vendor actually pointed out that its to his advantage to ruin our ratios and make us look bad to the boss so the big man will invest in his product, lol! Then theres the ones who send you things that must be wonderful but can't be viewed from the office. I am sure I am not the only one who has no access to youtube, facebook, or anything else considered "fun" at work.
Joe Brunner said:Message me your email and I will email it to you! Unless that messes up your quotas lol -
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Permalink Reply by Ryan Easter on
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Great read Joe. Informative and needed. I will share this with the team today. Thanks Joe.
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