The saying "No man is an island" is an undeniable truth. We
need the support and cooperation of our customers to help us
in reaching our goals.
Successful sales people know that one of the most important
abilities to possess is the ability to persuade and
influence others.
Here are some hot tips to do this effectively.
1) Enter Their World
Try to put yourself in the customers shoes and understand
what would be important in the next vehicle from their point
of view. Set aside your personal interests and concentrate
on them.
Ask yourself if you are them, what would want from your next
vehicle? What would be your concerns? Then structure the
appropriate vehicle presentation that would be beneficial to
them.
2) Mirror Their Body Language
People feel comfortable with those who are like them. Copy
the person you are trying to create a connection with.
Observe how they act, how they speak, and how they think. If
they rub their forehead while they think, act like them. If
they speak at a clear and slow pace, try to do the same
thing. This is called mirroring.
In due time, the people you're mirroring will subconsciously
feel more comfortable with you. It's as if they see
themselves in you.
Proceed with caution, however. Do not let them be aware that
you are copying them. They might interpret it as mockery and
you'll just get into trouble.
3) Be Cheerful and Nice
Did your mother tell you to be nice to people? She was
right. People like others who brighten up their day.
Make a sincere compliment to raise their spirits. Little
things like these go a long way to breaking the ice and
setting the relationship off to a good start.
4) Be Sincere and Trustworthy
Make them feel that whenever they need help in the future,
you'll always be there to lend a hand. People tend to be
more receptive to those they trust.
When you have a customer you are trying to sell, overdeliver
and exceed their expectations. They will notice your efforts
and will be more than glad to do business with you and your
dealership.
5) Provide Them With Compelling Evidence
Explain to them how your dealership and vehicle could
provide the most benifits for them.
Show them undeniable proof that you have the best product by
way of testimonials,magazine articles and detailed
comparisons against your competitors.
Just make sure that all your claims are true and verifiable.
Always maintain a good reputation.
6) Show Them "What's In It For Them"
This is the most important thing to remember when persuading
anyone. People are self-centered. They always put their own
well-being before others.
No matter how close you are to becoming like them or how
overwhelming your evidence is, if it does not satisfy the
"What's In It For Me?" test, your persuasion efforts will
not produce satisfactory results.
If you can prove that your proposal will provide more
advantageous benefits to them than to you, they are more
likely to accept it.
7) Genuinely Care For Them
Focus more on their interests, desires, needs, and
expectations, so you can satisfy their craving for
attention, and establish mutual trust and respect.
It also shows that you really care about them and that will
make them more likely to trust you and want to work with
you.
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