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Hearing the words, "That guy's been here before," can crush the spirit of a sales consultant..or can it? Be wary of another sales consultant giving you "advi...

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Comment by Marsh Buice on February 4, 2013 at 11:07pm
Brother
Comment by Marsh Buice on February 4, 2013 at 11:06pm
Bill I hope it was of use btother.
Comment by Bill Gasson on February 4, 2013 at 9:33pm

Marsh,

I've viewed htis 3 times very strong , excellent .....

Thank you

Comment by Marsh Buice on February 4, 2013 at 8:00pm
Pat right you are! I have a pair of headphones in my drawer & when someone brings negativity to the desk i put them on. I don't allow it- the same is true outside, there's enough rejection already, I don't need help from another sp. we are in the same boat,just different decks ;) thanks Pat- i always appreciate your insight.
Comment by Pat Kirley on February 4, 2013 at 6:47pm
Marsh,
We need to stay positive and treat each customer as a buyer, if they sense they are not treated as a buyer they won't buy, we determine our own success. Thanks again for sharing.
Comment by Marsh Buice on February 4, 2013 at 12:27pm
Drew, you are right, unfortunately negative exist all around us, but the faster you can desperate yourself the quicker you can move toward success. Thanks for viewing and adding to the discussion.
Comment by Drew Spink on February 4, 2013 at 11:19am

I like this the sale psychology of the neg heads in sales can ruin and dampen the sales environment sales staff that that try to use negative tactics on colleagues should  not be in a professional environment they stifle sales dont hang around them in the dealership.

Comment by Philip Zelinger on February 2, 2013 at 11:20am
You are welcome Marsh but it is I who should thank you for starting a discussion which exposes so many facets of the dynamics on the showroom floor. Of course I recognize your initial observation that sales consultants must stay focused on achieving their own goals and every opportunity must be taken to make a sale. However, the shared responsibility to preserve a reputation in the marketplace and the value of teamwork to benefit all parties - including the individual sales consultant, the dealer and especially the customer - suggests that certain courtesies must be reflected in the way a customer is greeted.

My extended observation to yours is that the energy behind greeting every guest immediately - even if they are a be-back from a supposed "competitor" - should be sourced from the common goal to serve the true boss of us all ... the Customer!
Comment by Marsh Buice on February 2, 2013 at 11:02am
Phillip, no athlete asks his competitor if he should try to take the game winning shot. Don't let the words of others hinder your success. Thanks for viewing and your insight.
Comment by Philip Zelinger on February 1, 2013 at 11:32am

Thanks Marsh,

The point of the video has more meaning when you view it from the dealer's perspective.  The question of "who owns the customer" surfaces the reality that the dealer does since it was his investment in the facility and advertising that attracted them to begin with.  Of course the salesperson has a vested interest as well but only as long as he/she follows the sales process instituted by the dealer which typically includes obligations for a structured follow up to preserve the commission and arrangements for split deals for unexpected be-backs which might be the subject of this vdeo..

First impressions are irretrievable so if a sales consultant hesitates when approaching a customer because they are only focused on their self interests to earn a commission then they can't complain if the dealer doesn't consider the sales consultants interests in other matters.  The partnership between the sales consultant, the customer and the dealer are co-dependent on everyone protecting each other's interests and greeting a customer - anyone's customer - is everyones responsibility regardless of who earns the commission.  Besides, the next unexpected customer might be yours!

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