Wait Before You Locate
Every dealership has a salesperson known as the "Locate King." Regardless of a mega million dollar inventory to choose from, he always has to locate the one that's not in stock. Before you locate, wait! After addressing your customer's needs, put them on the closest match and work your magic. With a great walk-around and demo drive, you may find your efforts are persuasive enough to sell what's in stock. Let locating be an alternative option, not a primary one.
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Comment by Marsh Buice on August 27, 2012 at 9:55pm
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Hi Bill! Locating should be done after All options are exhausted. Too often we offer to locate & when a customer says "nah we are just beginning" we follow up a day later and they bought something totally different! That falls back on us-- bring investigative and curious to what they have to have will give us more leverage. Thanks brother for commenting
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Comment by Bill Gasson on August 27, 2012 at 5:00pm
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Marsh, Great post and so true there alway's is that weak link. Thank you
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Hey brother Stan! Preciate the comments & support sir!
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Comment by Stan Sher on August 27, 2012 at 2:34pm
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Sell the sizzle baby
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Love it..good stuff
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Bobby,lol, that is how I came up as well-sell from stock. Thanks to technology it has become easier to locate thus stunting our developing skills of true salesmanship. Selling is a game of poker- a great player never reveals his hand. Create the hype, keep the mystic in selling and let locating be your last resort.
Thanks Bobby for being so supportive~
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