Every customer who comes through the door has a genuine interest in the products we sell or they wouldn’t be visiting the dealership in the first place. The "trick" is to build value.
Scott, thanks for your participation in the D.U. LIVE "Selling Skills" course. What did you learn?
I really learned a lot about closing more sales. The interesting thing was that I’ve always thought of "closing the sale" as some kind of trick or technique, but that couldn’t be further from the truth. The sale happens when value exceeds price, therefore to close more sales I simply need to build more value.
That is very interesting, what do you mean by build more value?
There are three main areas that I am responsible for building value in while working the showroom floor: the product, the dealership and of course, myself. When I build value in each of these three key areas, I am providing more information to the customer to substantiate the price, which eliminates potential price objections and creates more excitement for the customer.