We all buy from them, so no offense meant here, but what a poor feeling it is to be dealt with by someone who just does not listen to you at all and cannot wait for you to get out of the Sales Office because there's another "live one" drooling over an over-priced luxury model right outside the window? Have you ever wondered how and why so many small independent auto dealers can stay in business even though their pricing and inventories are not competitive at all? It's because time after time they maintain real satisifying relationships that result in repeat and referral business.
Building relationships is very difficult as let's face it the customer IS not always right, yet they are never wrong. Each one comes to us with pre-conceptions and fears and it will be the sales-person with skill and compassion that will win them over and get them back time and time again. By becoming a "provider" instead of a "seller" success will follow every time. As a "provider" we realize that the consumer does not need us or the product we represent, that we must educate and build value, most importantly we need to earn the trust and respect of that consumer before we can expect to ask them to purchase. Once you have done that you have created a relationship wherein you may ask for their business, their recommendation; and really important here, their referrals.
Try these core principles to become more of a "provider":
1) A provider asks questions to develop an understanding of need(s)
2) A provider listens to the consumer to develop an understanding of need(s)
3) A provider "owns" the sale and is truly available, always
If you have questions please use the contact form to get your answers, or just leave a comment.
