Comment

Comment by Daniel Tegeder on July 17, 2013 at 12:36pm

Thanks Steve in todays business we need people persons and not salesman though because these customers know more about the cars then the Manufacture knows.  The customer has to like the person they are dealing with #1

Comment by Steve Richards on July 17, 2013 at 12:16pm

Daniel - clever! :)

Comment by Daniel Tegeder on July 16, 2013 at 6:14pm

Thank you steve 

Its an example of don"t ask your way to the sale.

If I would have said "would you like to look at my website you probably would never had clicked.

Its important to get the answer you want to here.

Comment by Steve Richards on July 16, 2013 at 6:08pm

I "took a look" at Estabrook Ford. I mst have missed something (which happens frequently). What was I looking for? 

Comment by Steve Richards on July 16, 2013 at 6:03pm

David, you are right. Unless the sales person is well prepared with an intelligent, truthful, and logic based script, the effort to overcome objections quickly degenerates into the Neanderthal "if I could, would ya", back and forth exercise in futility. Most sales people (90% +) are selling cars because whatever they meant to do in life didn't work out. Asking that group to prepare their own scripts is futile, even counterproductive. There are proven ways to overcome objections (none of them are 100% effective, or even 60% effective, but they are far better than the crap most sales people are taught to use). Any sales person who wants to improve their income can learn these sales strategies. However, you left out one critical element of the success equation. Internalize = Memorize. If one is not prepared to memorize effective tactics, one is doomed to make less money with each passing month. Memorization takes an uncommon commitment; hard to find in any sales environment. Thank you for a fine presentation.  

Comment by Daniel Tegeder on July 16, 2013 at 11:19am

Take a look at  Estabrook Ford