What Scares A Salesperson And Why
By Jim Ziegler
Call it, "having a nervous breakdown." It's the anxiety that salespeople experience that eventually results in cold sweats, and sometimes, shaking and uncontrollable stammering.
If you don't learn anything else in your career, if you learn this you've learned one of the most important things that you could possibly learn...
Never get emotionally involved in the sale!
Sure, we want to sell the product... but, if we don't get the sale, it's not the end of the world. You are not going to make the sale every single time, no one does.
If the customer senses that you are so emotionally wrapped-up in making the sale, they will work you over harder. Like sharks that smell blood in the water. Never let the customer realize that you want the sale so badly that it's affecting you emotionally.
Learn to think of yourself as an "in-demand" technician. A skilled professional who does exactly the right thing as a reaction to whatever is happening. The reason that you're so calm is that there's nothing that the customer can throw at you that you haven't already considered and rehearsed in your mind.
You're in control at all times.
Salespeople get scared because they are not in control. They are not in control for one of a number of reasons that probably could have been avoided.
The fear of failure is something that afflicts everyone at one time or another. We want to make the sale and now, but the customers are acting as if they may not take the product... That's scary! The worst thing that can happen is that they might not take the deal. That happens!
What you need to consider:
- Have I done everything that I can possibly do to close this deal?
- Have I done my job correctly?
- Have I used all of my sales skills?
- Have I presented the product properly?
Once you've answered "yes" to each of the above questions, that's all there is!
The worst thing that you can do is to reveal to your potential customer that you're desperate. Desperation will blow the deal. There are a great many sales managers that would do well to learn this lesson. No matter how badly you want the deal, you can't let the customer sense it.
Were you properly prepared for the sale? That's the long and short of it.
There is never an excuse for a fully prepared sales professional to be in a position that allows their emotions to get in the way. When you know your job, backwards and forwards, there is nothing that will scare you during the course of a sale.
What scares a salesperson and why:
- Poor preparation for the sale
- Fear of failure/not closing
- Poor self confidence
- Poor sales skills
- Doesn't know the product well enough
- Doesn't know the inventory well enough
- Intimidated by the customer
- Can't handle objections well
- Poor power posture
Jim Ziegler
Friday, August 15, 2008
Jim Ziegler - Meet and Greet the Customer
Meet and Greet the Customer
by Jim Ziegler
When you are on the Road to the Sale, what is the first thing you do? It's called the Meet and Greet. This is the opportunity you have to make that first impression. But when does that first impression happen?
The first impression begins in the first 2 seconds the customer sees you. In that first two seconds, the customer has already decided whether or not he/she likes you. In that first two seconds, you have made a mold in that person's mind about who you are.
What is the definition of a sale? How about a transfer of enthusiasm from you to the buyer? Are most of your buyers purchasing their automobile based on emotion or logic? Run with the percentages.
In the Road to the Sale, the Meet and Greet sets the stage so what are some things you should consider? The following list is taken from the 101 Training Meetings:
1.- Winner's smile ‑ here comes the first impression. Put that hand in the air and wave.
2.- Prepare your mind - you are a pro and this is your opportunity you have been given. The customer is not doing you any favors by being there. You are there to serve the customer.
3.- Remember to people's names when you hear them. Mr. Jones, Mrs. Jones, Albert, and Suzie.
4.- Hello, welcome to our dealership. I am glad you are here! - Put your hand out there and shake hands with everyone. Be certain to make eye contact with everyone! Smile!
5.- Make certain you shake the woman's hand first. Make the handshake reassuring.
6.- What brings you to our dealership today?
7.- That is a fine automobile you are driving. I hope you are going to be trading it in!
We need a car just like that one!
8.- Is there another automobile at home perhaps you might be considering trading? (Deal Stopper)
9.- Will anyone else be involved in helping to make the decision on the color, trim or equipment? (Deal Stopper)
10.- What other dealerships have you visited?
11.- What other models have you looked at?
12.- What is most important for you to have in your new automobile? ( Other than Price)
13.- Was this automobile new when you purchased it?
14.- What was the retail price of your automobile when you first purchased it?
15.- Is there a payoff balance owing on the automobile that you'll be selling us?
16.- Since you've visited other dealerships, What is the reason that you haven't purchased yet?
17.- If everything is agreeable, Are you prepared to own a new vehicle today? (Deal Stopper)
18.- If you could own this vehicle on your terms...
Jim Ziegler
by Jim Ziegler
When you are on the Road to the Sale, what is the first thing you do? It's called the Meet and Greet. This is the opportunity you have to make that first impression. But when does that first impression happen?
The first impression begins in the first 2 seconds the customer sees you. In that first two seconds, the customer has already decided whether or not he/she likes you. In that first two seconds, you have made a mold in that person's mind about who you are.
What is the definition of a sale? How about a transfer of enthusiasm from you to the buyer? Are most of your buyers purchasing their automobile based on emotion or logic? Run with the percentages.
In the Road to the Sale, the Meet and Greet sets the stage so what are some things you should consider? The following list is taken from the 101 Training Meetings:
1.- Winner's smile ‑ here comes the first impression. Put that hand in the air and wave.
2.- Prepare your mind - you are a pro and this is your opportunity you have been given. The customer is not doing you any favors by being there. You are there to serve the customer.
3.- Remember to people's names when you hear them. Mr. Jones, Mrs. Jones, Albert, and Suzie.
4.- Hello, welcome to our dealership. I am glad you are here! - Put your hand out there and shake hands with everyone. Be certain to make eye contact with everyone! Smile!
5.- Make certain you shake the woman's hand first. Make the handshake reassuring.
6.- What brings you to our dealership today?
7.- That is a fine automobile you are driving. I hope you are going to be trading it in!
We need a car just like that one!
8.- Is there another automobile at home perhaps you might be considering trading? (Deal Stopper)
9.- Will anyone else be involved in helping to make the decision on the color, trim or equipment? (Deal Stopper)
10.- What other dealerships have you visited?
11.- What other models have you looked at?
12.- What is most important for you to have in your new automobile? ( Other than Price)
13.- Was this automobile new when you purchased it?
14.- What was the retail price of your automobile when you first purchased it?
15.- Is there a payoff balance owing on the automobile that you'll be selling us?
16.- Since you've visited other dealerships, What is the reason that you haven't purchased yet?
17.- If everything is agreeable, Are you prepared to own a new vehicle today? (Deal Stopper)
18.- If you could own this vehicle on your terms...
Jim Ziegler
Jim Ziegler - The Road to the Sale
The Road to the Sale
by Jim Ziegler
This is the first meeting of the manual, 101 Training Meetings.
You can download a free digital copy of 101Training Meetings by signing up for our Email Newsletter at:
www.ZieglerSuperSystems.com
Selling an automobile is a step‑by‑step process... A series of well‑defined procedures that must be followed.
There are no short cuts in the road to the sale.
No one has ever devised any other way of selling automobiles that has proven to be successful.
The Road To The Sale Is Not An Option, and you must do it exactly the way it is taught... Every time.
The Road to The Sale is not a way to sell cars, it is THE way to sell cars!
Advantages
a) Control of the selling situation
b) Consistency of selling methods
c) Builds confidence in the sales person and customer
d) Creates the desire to buy today
e) Develops skill and technique through repetition
f) Provides a plan or a track to run on
What is The road to the sale?
1. Meet and greet the customer
2. Establish common ground
3. Select a vehicle
4. Feature presentation
5. Demo ride
6. Drive the trade
7. Tour the dealership
8. Write up the deal
9. T/o to aftermarket and finance
10. Delivery
11. Owner follow up
Study this... because this is how you sell!
Jim Ziegler
by Jim Ziegler
This is the first meeting of the manual, 101 Training Meetings.
You can download a free digital copy of 101Training Meetings by signing up for our Email Newsletter at:
www.ZieglerSuperSystems.com
Selling an automobile is a step‑by‑step process... A series of well‑defined procedures that must be followed.
There are no short cuts in the road to the sale.
No one has ever devised any other way of selling automobiles that has proven to be successful.
The Road To The Sale Is Not An Option, and you must do it exactly the way it is taught... Every time.
The Road to The Sale is not a way to sell cars, it is THE way to sell cars!
Advantages
a) Control of the selling situation
b) Consistency of selling methods
c) Builds confidence in the sales person and customer
d) Creates the desire to buy today
e) Develops skill and technique through repetition
f) Provides a plan or a track to run on
What is The road to the sale?
1. Meet and greet the customer
2. Establish common ground
3. Select a vehicle
4. Feature presentation
5. Demo ride
6. Drive the trade
7. Tour the dealership
8. Write up the deal
9. T/o to aftermarket and finance
10. Delivery
11. Owner follow up
Study this... because this is how you sell!
Jim Ziegler
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