My fellow automotive sales professionals, as we head into one of the most important days of the week, I want to drop a little knowledge and encouragement about the value your offer to a customer.
At the risk of sounding a bit like a stalker, I was inspired to write this post after reading another great blog post by Adam Honig at SpiroHQ.com. Who am I kidding? If he didn't want the attention, he wouldn't be writing blog posts. Same as me.
Salespeople: Please Call You Prospects On Their Mobile Phone
I actually agree with everything he says in this article, centered around the idea that there is nothing wrong with contacting a prospect on his mobile phone before getting explicit permission to do so.
Two of his keep points were 1) "It's not the year 200, everyone uses their mobile phone for business" and 2) It's not obtrusive: "Everyone has caller ID; everyone screens their calls."
I agree with both accounts, but I would go a step further and say that even if your prospect does not typically use his mobile phone to conduct business or your attempt to reach him on his mobile phone no matter where he is, it does not matter if you are sold on the solution you are offering and believe you offer value that your prospect will undoubtedly benefit from knowing about.
What does this mean you should do? Don't be afraid to call any number you have for client anytime, but do it with a purpose and plan your call beforehand.
Know Your Personal/Company/Product Value Add: If you can do something the other guy won't like delivery the customer's car to their door, your dealership can one-up the competitors through something like superior inventory volume, or the car you sell has an important safety feature that no competitors in its class offer, not only is it OK to get this information to your customer in any way you can think of, I'd say that you have a moral obligation to do so.
Understand That Your Customer's Time is Valuable: If you offer a very similar solution at a very similar price to the salesperson down the road, you can combat this by calling and offering to pre-work some paperwork or get his vehicle in his hands quicker to save him time with his shopping experience. He'll appreciate this, and again you have a moral obligation to let your customer know he can take advantage of this opportunity.
Your customer is not indulging you by taking time to listen to your sales pitch. You are doing him a favor by offering him a solution that he likely won't find on his own and is equally likely not getting offered by the amateur down the street.
BE A PRO!
For all of you pros out there who are always looking for a simple way to step up your game, I will be producing and releasing a recorded webinar covering a prospecting and closing technique that I have used to help foster tremendous growth in 5 dealerships and that I use daily in my own dealership. Even for you above-average automotive sales professionals who are selling 12, 15, or even 20 cars a month, you can still see a 20-25% growth in your monthly sales.
In my time in the automotive business, I have spent hundreds of dollars on training seminars that would give me the strategies to see an increase in the $5,000 - $8,000 range annually, but the first 20 to sign up for my November 10 webinar will receive access ABSOLUTELY FREE!
Simply submit your name and e-mail address in the contact box below!
At the risk of sounding a bit like a stalker, I was inspired to write this post after reading another great blog post by Adam Honig at SpiroHQ.com. Who am I kidding? If he didn't want the attention, he wouldn't be writing blog posts. Same as me.
Salespeople: Please Call You Prospects On Their Mobile Phone
I actually agree with everything he says in this article, centered around the idea that there is nothing wrong with contacting a prospect on his mobile phone before getting explicit permission to do so.
Two of his keep points were 1) "It's not the year 200, everyone uses their mobile phone for business" and 2) It's not obtrusive: "Everyone has caller ID; everyone screens their calls."
I agree with both accounts, but I would go a step further and say that even if your prospect does not typically use his mobile phone to conduct business or your attempt to reach him on his mobile phone no matter where he is, it does not matter if you are sold on the solution you are offering and believe you offer value that your prospect will undoubtedly benefit from knowing about.
What does this mean you should do? Don't be afraid to call any number you have for client anytime, but do it with a purpose and plan your call beforehand.
Know Your Personal/Company/Product Value Add: If you can do something the other guy won't like delivery the customer's car to their door, your dealership can one-up the competitors through something like superior inventory volume, or the car you sell has an important safety feature that no competitors in its class offer, not only is it OK to get this information to your customer in any way you can think of, I'd say that you have a moral obligation to do so.
Understand That Your Customer's Time is Valuable: If you offer a very similar solution at a very similar price to the salesperson down the road, you can combat this by calling and offering to pre-work some paperwork or get his vehicle in his hands quicker to save him time with his shopping experience. He'll appreciate this, and again you have a moral obligation to let your customer know he can take advantage of this opportunity.
Your customer is not indulging you by taking time to listen to your sales pitch. You are doing him a favor by offering him a solution that he likely won't find on his own and is equally likely not getting offered by the amateur down the street.
BE A PRO!
For all of you pros out there who are always looking for a simple way to step up your game, I will be producing and releasing a recorded webinar covering a prospecting and closing technique that I have used to help foster tremendous growth in 5 dealerships and that I use daily in my own dealership. Even for you above-average automotive sales professionals who are selling 12, 15, or even 20 cars a month, you can still see a 20-25% growth in your monthly sales.
In my time in the automotive business, I have spent hundreds of dollars on training seminars that would give me the strategies to see an increase in the $5,000 - $8,000 range annually, but the first 20 to sign up for my November 10 webinar will receive access ABSOLUTELY FREE!
Simply submit your name and e-mail address in the contact box below!