The headline basically is for shock value.
I read an article in AutoSuccess over the weekend by John Brentlinger.I don't know Mr.Brentlinger,but I got a kick out of the article and it got me thinking and so this morning I asked this question on Face Book and getting a lot of comments. What do you folks think?
Is legit care and kindness towards your client ,or 10,000 of the "latest,greatest closes"...which will sell you more cars at more gross for a longer period of time?
Kindness matters. The word you used was "legit". I reference this a lot because it is my favorite book, Dale Carnegie would say "sincere and honest". There is no substitute in my opinion for sincere and honest interest in ones life. That is kindness in its simplest form.
That said, another favorite book from years ago was called, "Do Not Teach and Tell, Sell". The concept here was not to fall in the trap of just being nice and giving information and lose sales to "closers". I find the very best of the best have a combination of being truly sincere and honest as well, their heart is in the right place, however they are closers and probably know all 10,000 of them and how to make sure the customer never feels they were "closed"
Be nice, be interested, be sincere, be honest and do not forget to CLOSE....
You can not fake legit care or kindness (otherwise it wouldn't be legit) I have been told about a million times, which I also personally believe, that a customer is looking for the salesman with those traits to buy from. There are several (you name the brand name) within a few minutes from your dealership that they can buy that exact vehicle from.
The latest greatest close with the legit care is what we teach anyway.