Season, Set, Sear, Serve, Sold!

I love to eat and I don't miss very many meals, but just because I can halfway cook, doesn’t make me a world-class chef.

Similarly, just because someone has “Sales Consultant” typed on their business card doesn’t make them world class either. If you want to be world-class on the blacktop, you’ve got to think like a chef.

Season:Chefs season to perfection-not too little, nor too much. To maintain consistency, they use exact amounts of seasoning. In sales, you must season your product presentation with product knowledge, 3^rd party reviews, as well as peppering in some real world experiences of customers who have already purchased their product from you. Not only does it give you credibility, but it will also make you more likeable.
Set It: Chefs would never put a steak on a cold grill! They first get the grill searing hot. Through proper qualifying questions, you must find out your customer’s hot buttons and then market your presentation accentuating those key areas.
Time It: Chefs are precise with their cook times. If overcooked, you will bore your customers and burn your chances in making a sale. Yet, if undercooked your customers are cold, unemotional and use excuses to leave. They use excuses saying they just remembered they have to have a lung transplant in 5 minutes. (At least they promise to return) Prepare your presentation with perfect timing; set your presentation between 3-5 minutes-more or less depending on your customer’s body language.
Serve it: Last but most importantly, chefs know how to serve it up. Chefs are artists; their plate presentation is their canvas. Chefs prepare a meal-of-art appealing to their diner's sense of sight in an effort to enhance their interpretation of tastes. You must make your product presentation visually stunning. Appealing to a buyer’s sense of sight triggers the emotions; when emotion trumps logic, you have the makings of a car deal.

Peter Drucker noted, “It takes less energy to go from very good to world class than it does to go from miserable to mediocre.” If you want to be the best of the rest, think like a chef. Season your presentation; find your customer’s hot buttons, don’t overcook your presentation; and serve it up with a visually stunning presentation.

Enjoy your meal! I’ll see you next time on the blacktop.

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Comment by Marsh Buice on May 25, 2012 at 6:20pm: Dave, I appreciate the encouraging words. Your work inspires us little guys and I am thankful for that. Thanks for taking the time out of your busy schedule to send the encouraging words-it means alot. Happy belated birthday by the way :)

Comment by Marsh Buice on May 25, 2012 at 11:02am: @Stephen, brother thank you so much for sharing with others. Other than my food---I'm always happy to share how this business has helped me. Thanks for your support, Stephen!

Comment by Stephen Jackson on May 25, 2012 at 10:01am: Marsh,

Your great sales tips are always fun to read. We at ActivEngage featured this post on our weekly round-up of the top ten auto blogs and news stories: http://livechat.ae/top10may25

Everyone here is hungry for steak after reading your post. :)

Comment by Marsh Buice on May 24, 2012 at 7:41am: @ Nancy Thank you Nancy for reading and commenting- always appreciate you.
@Ralph eat, sell cars, AND earn a commission? God bless America! I appreciate your comment, support, & share Ralph.

Comment by Ralph Paglia on May 24, 2012 at 2:30am: Great topics and superb isnights... I love to sell cars, and I also love to eat This is a blog post I simply must share... Everywhere.

Comment by NANCY SIMMONS on May 23, 2012 at 4:43pm: If you don't pay attention...you'll burn it! Great Post Marsh!!!

Comment by Marsh Buice on May 23, 2012 at 3:38pm: Thanks Leonard!! I stay ready to eat!!

Comment by Leonard Buchholz on May 22, 2012 at 9:02pm: " I love to eat and I don't miss many meals" is the perfect start to this post! Sounds like we have the same philosophy! Nicely done Mr. Buice.

PS-I'm HUNGRY!

Comment by Marsh Buice on May 21, 2012 at 1:40pm: @ BC right on bro, I've seen many talk themselves into and back out of a deal! Thanks for reading brother

Comment by Marsh Buice on May 21, 2012 at 9:50am: Jae.. Man u hit it on the head! A world full of crockpots- I love it!! Thanks for your input.