|
|
|
|
|
| Sales Success Aug 15, 2010 Issue | | | - Road to the Sale
Always ask these seven qualifying questions
Learning to qualify prospects early in vehicle shopping process is one of the biggest challenges dealership sales pros face today. Pursuing non-qualified prospects cost sales professionals and the dealerships they represent thousands of dollars in commissions and revenues each year.
| - Another approach to qualifying a prospect
The Agree, Clarify, and Legitimize approach is a simple but effective technique to qualify potential vehicle sales prospects. The most common problem during a dealership sales presentation occurs when a prospect will not make a decision, a fence-sitter. This three-step approach will save considerable time and frustration helping weed-out legitimate sales prospects from the fence-sitters. It follows a basic model showing common sales prospect responses and how you can handle each situation. The three steps are:
AGREE - Agree with the prospect.
CLARIFY - Ask for clarification.
LEGITIMIZE - Uncover whether a legitimate sales opportunity truly exists.
| | | |
|
Network Membership:
Resource Library:
New Resources:
Best Sellers:
|
|
 |  | |
