How to make selling anything (like a car) easier for your customers

by | Success ideas for work and life

A good friend connected me to the right dealer, with the right car.

The young man who demonstrated the first car to me was a perfect gentleman. His product knowledge was excellent. I just couldn’t help wondering though if I had not been a referred and locked-in buyer would I have endured the rigours of the presentation.

You see he didn’t talk about the only thing I wanted to hear about. And if you’ve known me for a while you can guess what I wanted to hear about.

Yep…

Me – the nicest guy in the world, the centre of the universe, the only person I think about from dawn till dusk. Same as you. Same as your customers

How many more times do I have to shout this? Don’t talk about what it is. Don’t talk about what it does. Talk about what it does for me!

Ask, Ask, Ask

And before you start, ask me if I want to know what you are about to tell me. And as you are telling me ask me if you’re telling me what I thought I’d hear. The fine young man started telling me I could fit two travel cases in the boot and my tennis balls in one of the boot pockets and my golf balls in the other but didn’t ask me if I played tennis or golf. If he had he would have found out I developed tendonitis playing golf and can barely lift a double gelato cone let alone my travel cases. He told me about how easy the boot was to pack but didn’t ask me if I was the packer. In fact he didn’t ask me anything. He just waddled up to the boot and started quacking as if I really wanted to know everything about a car’s boot. As if!! In the end I turned that car down because of the road noise-nothing to do with the boot.

It’s not enough!

I could go on. It’s not enough to be well-groomed, well mannered and knowledgeable – although that would be a nice start for most salespeople. Please dear reader… ask me questions. I am your customer. I want you to notice me, pander to me, love me, and sell me what I want and the only way you’ll win my heart (and my money) is if you ask me questions about my favourite topic. Me!

Thought

Are you sure you couldn’t do with a one day seminar brush up on your sales skills? Click on the link

 

My Kick in the Pants for you: 

Ask. Ask, ask ask, ask, ask and when you’re done asking, ask if there’s anything you haven’t asked.

Cheers

Colin Pearce

More posts from Colin Pearce

How to manage your stress

How to manage your stress

To listen to this week’s BE SO GOOD PODCAST Episode #014: Go Here To watch the same BE SO GOOD PODCAST Episode #014 on You Tube, go here Graham Agnew is the guest in Episode 014 Graham Agnew is a leader. He has a visionary style. He also has an acute understanding of...

read more
How to lead your ‘distributed’ team

How to lead your ‘distributed’ team

Jerry Crockford maintains he is not an expert on distributed teams (who is?) but the experience he shares will be helpful to leaders of groups in a large system or any small business. When I interviewed him for BE SO GOOD PODCAST Episode 012, he was at pains to say he...

read more
Get off the top of the wardrobe

Get off the top of the wardrobe

      Aim high and shoot well. In today’s BE SO GOOD PODCAST 011, I encourage you to get specific about your own life—your goals and intentions, so that it will never be said of you that you aimed too low and pulled up short of who you could have been. Too many people...

read more