By using the power of
either/or questions, you remove “no” from the equation. We often say no to get out of things.
For instance, if someone invites you out on a Friday, you say no to get out of
it. Instead of yes-or-no questions, we practice either/or by asking
questions, such as:
Does
right now work for you or would later be better?
Are
you free to talk about this now or later?
If you provide choices, the
prospective client can assume they’ve already made the decision to meet with
you anyway. Give the consumer the choice to pick either “now” or
“later.” You win as long as they choose between two options.
Ask the question as if
it were about equipment on a particular vehicle. Do you want something with leather? Do
you prefer a light or dark color? Do you want two or four wheel drive? It’s
phenomenal as a control tool, even when customers think they’re in charge. If you have questions about this topic or
anything else, reach out via phone or email today.
Today, we introduce the concept of a Business
Development Center. There are very few BDCs out there. Instead, many
businesses end up with Business Reaction Centers. Some even end up with Business
Compliance Centers. I know we're throwing a lot of letters out there, but
there's a big difference in money to you as a dealer depending on which one you
end up with. In a Business Compliance Center,
you have to do certain things without getting sales. Many dealerships get stuck
at the Business Reaction Center phase, where you answer the
phone and respond to Internet leads.
Ultimately, the Business Development Center
is the most proficient. You have a follow-up system for people who haven't been
in the dealership for 60, 90, or 120 days. You maintain a relationship with
your clients and create a need in their household to buy another car. You
develop business from your database, where people know and trust you already.
The Business Development Center captures business and brings it to your
dealership.
If you have any questions, give me a call or
send me an email. I would be happy to help you!
Today, we'll discuss how to create handshakes in today's market. Here's what I want you to think about: people aren't just walking into the dealership anymore. They are doing research online before coming in, and they usually have a car in mind. So, how can you create handshakes? One of the things that I implement is this: "Sell me once, no big deal. Sell me twice, now you've got it." Most people, after they sell to a customer, go on to the next deal. I want you to make two phone calls. In the first call, you're the hunter. You're sitting on the edge of your chair, and you believe this person wants to buy a car.
The second call is a fun call - call someone who just bought a car. Sit in the back of your chair. Relax. Just show some interest, and ask about the other vehicles in their household. You're creating a need where there isn't one. Ask which vehicle is next to be replaced, and figure out why they want to get rid of that one. The key is that the customer is the one who voices concerns about the vehicle. You did not badmouth the vehicle at all, and now they see that they need a new one. That opens the door for you to solve whatever problems they have with that car. It takes a while to learn this, but you have to call and show concern for the consumer. Showing them you care puts you in the position of being the best person to solve their problem. If you have any questions, give me a call or send me an email. I look forward to hearing from you.
