A lot of sales people lose out on deals because of two things... A bad attitude and sheer laziness.
Here’s a direct example from the weekend...
Had a phone call from my parents the other day. “We’ve just bought a new car” “Oh really? Didn’t realise you were looking” “Well, the deal was so good, we couldn’t refuse”.
It was a great sounding car, with massive safety features, one piece chassis – with no welding, fully adjustable seats (both front and back), easy to get in and out of (especially important for people in their later years), large boot etc. And to top it off a great finance deal.
Only thing was – there were only a couple of cars left in the colour they wanted – one in Perth, the other in Melbourne. So they needed to make a quick decision.
They did... and the salesman at Toyota got the sale.
But at least 3 other dealers missed out. And it wasn’t because my parents didn’t like the cars. They’ve bought Mazda’s for years, but not this time.
Every dealer they visited showed a distinct lack of interest in them when they said they were “just looking”. In fact, my Mother recounted that these salesmen would just walk away and ignore them from then on.
Silly, silly, behaviour. They missed out on a $30,000 sale!
By stark contrast, the Toyota salesperson said, “Not a problem... Let me show you the cars anyway.” And he proceeded to go through the features and more importantly the benefits of the Corolla in great detail. Benefits which my Mother could recite to me chapter and verse!
My parents fell in love with the car, and the rest as they say, is history.
Unfortunately, my parent’s experience with bored, lazy sales people is often the norm – especially in the car industry. I’ve had the same experience many a time and dealers have missed out on sales.
So what lessons can we learn?
First, just because someone says they’re “just looking”, doesn’t mean they won’t buy if you take the trouble to show them what you’ve got.
I’m a prime example of this...
I’m not a good clothes shopper. But there have been times when I’ve walked into a clothes store with Barbara looking for a $20 rugby shirt and walked out with a $800 worth of clothes because the sales person was good – took the trouble to find cuts that worked and got me to try them on.
And second, “not now” doesn’t mean “not ever”. Who knows what might have happened if each car salesperson showed the cars, took down my parent’s details and followed them up with more information, deals etc.
That way, even if they were not ready to buy right them, they could come back when ready.
And finally, the Toyota salesman used one of the most potent sales weapons of all... Scarcity.
The car was an end of model run-out. They genuinely didn’t have any in stock in Sydney. The price was only good for the weekend. And the next model would cost $3,000 more and not have all the features of this one.
Scarcity and urgency sells! We all hate missing out.
Summing up...
The difference between effective and bad sales behaviour is training. If you don’t train you staff in what’s expected and how to effectively deal with prospects, how can you ever hope to get great results?
So if you feel you could be doing better in the sales game, ask about our sales training and coaching programs. Our programs use proven methodologies that consistently covert more business. And when combined with our marketing strategies and copy, the results are exponentially greater.
“I learned a new method & approach to the whole thought process of sales.......not just my way of thinking but being in the clients mind at the same time.
If you're interested in seeing how you can simply gain that competitive advantage, multiply your prospect list & increase your prospect to client ratio then have Rashid & Barbara coach you!
Come in with an open mind & the information you hear, see & feel will blow your existing thoughts away. The best part is putting Rashid's methods into practice. It's actually a whole lot of fun & so simple to implement in your everyday life.
Thank you Rashid & Barbara for your life-changing information.” Adam Halen
Give me a call on (02) 9499-7958 and we can take this further.
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