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You don't sell sell HOWs

After nearly two decades in the Automotive Industry it still amazes me when a sales person is out there walking through features like a robot...emotionless...cold.

When I was a Nissan Manager I had a great guy on my team named Bruce. Bruce was a genius and he could tell you the inner workings of the Maxima's engine and how and why everything did what it did but Bruce, like many other intellectual giants, couldn't close a self closing cabinet door because often times he missed the most important piece of the puzzle.

He forgot to find out what made his customers happy. 

Why is it so important to find out what makes the customer happy? DUH! If you don't know what makes them happy, you won't know why they aren't happy with their current vehicle anymore which means you won't know how to help them see how the new vehicle is going to make them HAPPY AGAIN!

No matter what product someone is buying, they're really buying the a hope of how this product is going to make them happier than they are right now in this moment. When they say "yes" to the product or service it's not because the 'value' is there on an intellectual level... it's because the VALUE is there on an EMOTIONAL level.

Find out what makes someone happy so you can tailor your next presentation to show HOW your product can make them happy again.

Mat Koenig
CEO of KonigCo
Partner in A Better Option for Dealers Coming June 1st

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Rapport and Influence - Equal Partners

Rapport is a topic that is often discussed in the automotive industry. According to Wikipedia, rapport occurs when two or more people feel that they are in sync or on the same wavelength because they feel similar or relate well to each other. The questions are "How do you really build rapport with someone on the phone?" and "Does rapport really matter?" People are more receptive to people like themselves. To build rapport on the phone, make sure you take the correct approach. Before you ever pick up the phone, you must be confident in yourself, your dealership, and in your products. Notice, I said confident...not cocky. You never want to talk down to your customers. Have a tone in your voice that makes them feel comfortable and welcome. Your customers should get a feeling of chatting with an old friend. Find common ground, if possible. The more comfortable they are with you, the more they will listen and trust you. Many trainers will teach you to mirror your customer. Mirroring someone is easy in person. On the phone, you can mirror the customer's enthusiasm, urgency, and tone. You wouldn't expect to have the same conversation with one customer who is "all business" and with one who is very laid back. The tone of the conversation is different, but it should still be a conversation. We aren't robots. This is not an automated service. They want to speak WITH another human being. To answer the other question, ABSOLUTELY! If you can build rapport with someone, they are more likely to set an appointment, show for the appointment, and work with the sales team. The better your rapport, the more influence you have. Would you rather deal with someone you have no connection to or someone who feels like a friend? Most people, both at a dealership and in life, would rather go to their "connections" than to total strangers. If you build rapport with a customer, you get beyond the stranger category. Your customers are more easily swayed or influenced by someone they are connected to than Joe Smoe who works down the street. Just make sure your influence is positive. You can just as easily send them running if you build the wrong kind of rapport. When you ask questions, give them the respect of listening to their responses. Identify their concerns, wants, and needs. If they have concerns, explain the answers. Dealing with customers is building relationships. But like everything else, building rapport and relationships is a skill. It must be practiced to be perfected. Find out what works for you. Once you start working at it, building rapport will become "just the way you do it" and it will seem effortless.

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In the automotive industry, there is a lot of emphasis put on price. In society, we often hear the word value. These two words seem to be interchangeable. Are they really? I don't think so. Most of us have paid a price for something that had a value higher or lower than what we paid. Some of the things in our lives that we value the most didn't have a price and we wouldn't sell for any price...such as our families, our memories, and our time. When speaking to customers who are focusing on price, try to build the value of the vehicles instead of giving a price. The value of a vehicle is about more than the money. If you investigate correctly and actually listen to the customer's responses, you should be able to find the perfect vehicle for their needs. The value is in how they will use it, how it will make their life better, and how much enjoyment they will receive from it. The price is just dollars and cents. Don't get me has a big impact on people. There aren't many people who have money to burn. But if you can show them how the value is more than the price, it seems that they are getting a better deal. Let's face it. Only about 20% of customers are truly price motivated. Building value for them is much more effective than focusing on price.

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