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| Sales Success Apr 15, 2013 Issue | | | - Road to the Sale
Meet and greet: Making a great first impression
Nothing is more important to selling, other than actually
closing a deal, than the quality of your opening statement.
Windows of attention are typically slammed shut in
less than 10 seconds. This means you have to maximize the impact of every word,
syllable and pause in your lead off statements. They need to be works of
art-compelling to the extreme degree. To minimize the importance of preparing a
solid opening statement is to potentially short circuit your entire sales
effort.
| - Sales Tips
Asking questions for profit
There's an old saying that you’re only selling
when you're asking questions. But often, meaningful questions are not asked.
The result is that salespeople are off the mark with their solutions because of
their misperceptions about customer needs
| - Learn the difference between “reflexive” and “discovery” questions
By adding just one
word to the standard dealership Meet and Greet questions, you can get customers
to volunteer more information about themselves.
Top dealership salespeople understand the value of using a
type of question referred to as the discovery question. They recognize the
importance of discovering as much pertinent information as possible from
showroom prospects.
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Resource Library:
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What DealersEdge® Webinar Attendees are saying
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