Welcome back to our video series, Quality of Life!
Last week, we began to dive head first into Ali Reda’s sales process. We asked the question, “How does he do it?,” and you better believe there’s more to tell.
Ali explains to us in this week’s video that his process is based on relationship sales. It’s very different from the way it was when he began. Your process should change as you move to new levels too.
Last week, we asked that you write down your process. Did you do it?
Don’t worry if you missed it! Just click here to visit last week’s post.
Based on what you’ve been taught, you may have somewhere between 12 and 24 steps in every sale. How on earth can we be expected to remember them all!?! I invite you to see what Ali has to say about it in this week’s video.
As we mentioned last week, Ali uses the 3-Step Selling Process that you’ll find in Chapter 7 of Keep It Simple Selling. That’s right, only three steps!
The first step of your process should be to assess, qualify, and get an idea of what the customer is trying to accomplish. Simply ask questions to get their picture, and listen to their answers.
Based on the picture you got in step one, you’re going to be able to truly help this customer. You’re not going to verbally vomit all that you know about the car you want to sell most today. Focus on what’s relevant to the person in front of you. Give information based on their picture.
Okay, this is the fun part! Set up the close early in the deal. Have the right car for the customer’s picture - the one that’s in stock and matches their “PP” (problems & possibilities) the best.
Want to hear a little more about how Ali’s process works for him? Chapter 5 of ‘How to Sell 100 Cars a Month’ has so many nuggets of wisdom. It’s even called, “Here’s What I Do on a Daily Basis to Sell 100 Cars a Month.” I guess I don’t have to tell you who wrote this chapter. Click here to get your free download of the book now!
We want your business to work for you! It should be simple. In the comments below, tell us…
Is it time to reevaluate the way you’re doing business?