How often have you asked a customer, ‘when are you looking to buy’? 

If you are like most car salespeople, probably a lot.  But how often do you get an honest answer?  I’m guessing the answer is ‘not very’.

Genuine buyers tend to hide the fact that they are looking to change.  They’ll tell you it’s “early days,” or “I’m just looking”.

Different approach

So perhaps we should phrase the question differently as we certainly want to…

Sales managers: help your sales staff to gain customer commitment!



When was the last time a salesperson came back from a demonstration drive and told you (the sales manager) that he or she has gained commitment from the customer, so you stacked up a 4Square presentation (or whatever it is that you use) – only to see the prospective customer walking out the door a couple of minutes later?



Do you find this happens quite a lot or even some of the…