What's more important, selling yourself, the dealership or your product?

We tell our salespeople that they must sell all 3 of these concepts, but we know that doesn't always happen. So which is the most important?

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Permalink Reply by Craig Lockerd on October 1, 2010 at 2:16pm

We are singing from the same song book, David!
David L Hoier said:

People don't care what you know until they know that you care. This is done in three words: respect, listen and engage. You can't get respect until you give respect. Customers don't want to be talked at, they want to be talked with, and most important you have to engage with the customer. They must feel a connection with the salesperson (common denominator) and know that the salesperson's goal is to satisfy their needs and wants, not just make the sale. "In order for us to get what we want (the sale), we must the customer get what they want".

Permalink Reply by NANCY SIMMONS on October 1, 2010 at 2:36pm

Great stuff David... and Joe Brunner is also an advocate and endorser of "People don't care what you know until they know that you care."
It is on his Facebook Page as his profile!!!
I like when like-minded people get together and realize there are many great car people who want to change the perception the American public has carved into their brains when it comes to car dealerships and car sales people!!!

Permalink Reply by Joe Brunner on October 1, 2010 at 2:39pm

David I agree with Craig. You have a fantastic post on this site and I love your quote "people don't care what you know until they know that you care". I have that quote on my facebook wall, computer, cell phone, and more importantly in my heart. Thanks for your post.

Permalink Reply by David L Hoier on October 2, 2010 at 12:32am

As with most great idea's in this business, I borrowed it from others. One man created the wheel, we just add new spokes. By the way,Joe, I teach personality identification in my training classes and I love your slant on this, it will be added to my presentations (see I'm borrowing again).