Are they, are your customer’s excited about taking the next step with you? If not, they should be and if they are not, you need to ask yourself why?
W.I.I.F.M – What’s In It For Me
What’s in it for you? Before you can ever hold yourself responsible for generating excitement and enthusiasm inside of your customer about moving forward to the next step, you must understand what is in it for you if you do. The answer is simple, a sale. The more complex answer is the next step. Think about it, if the customer is excited to see the selected vehicle, they will go with you to do a presentation. And not only will they go with you to do a presentation, but they will also actively participate. All the while, generating positive emotions towards making a buying decision and acting upon it. Same goes for the demonstration, investment proposal, and if everything goes according to plan, you will get the opportunity to skip the negotiations, and earn your commission.
Here is what it takes to get your customer excited about the next step:
Now that you understand what is in it for you to get your customer excited about the next step of the sales process, let’s take a look at what it takes to generate excitement and enthusiasm inside of your customer about the next step.
Who is responsible for creating excitement for the next step?
You are of course. It is not your customer responsibility to be excited about moving forward to the presentation with you, in fact, most of your customers are in an exact opposite state of mind when they come to the dealership with their guard up with a mindset of protecting themselves.
Sure, the sixteen-year-old that is with their family getting their first car is excited to see it, however, the decision makers, the actual buyers do not share that same excitement. It’s up to you to put your customer in the right mindset, one filled with excitement and enthusiasm.
Are you excited about the next step?
Now that you understand that it is your responsibility to generate excitement and enthusiasm about what is happening inside of your customer, how do you actually do it.
It starts with, “Are you excited about the next step of the sale?” This is all about your attitude towards moving forward to the next step of the sale because if you are not excited about it, there is no chance your customer will be. The best of the best salespeople treats closing a customer on moving forward to the next step with the same enthusiasm as closing the sale. And we all know that feeling you get when you close a sale. It is euphoric, and there really is nothing like it. We have all heard the answer to, “When is the best time to sell a car?” Right after you just sold one. That is because you attitude is at a peak state. Now image the momentum you can generate not only in yourself but inside of you customer as well, if you treat closing the customer on the next step with the same excitement as closing the sale. The best of the best salespeople are always doing this and seeing the results because of it.
However, this CANNOT be faked. You might be asking yourself, why would I fake this? The answer is because you do this every day. Everyday tasks can become mundane, ordinary, and unexciting. Usually because of burn out. Have you ever noticed someone brand new in the business? They have no idea what they are doing, however they still manage to sell cars. This is because they are attacking each step of the sales process with enthusiasm. They don’t know any better. They have not been doing this every day for years. They are not burnt out. They are not numb to the sales process. Don’t let your burn out or numbness to the process effect your enthusiasm because it will affect your customers and in turn your sales.
Excitement and Enthusiasm are contagious. Have you ever seen the wave at a sporting event on tv? If you are anything like me, you don’t jump up of the couch and start participating in it. You probably think to yourself, what a bunch of idiots. However, if you are at that sporting event, and the wave starts, you might resist at first, thinking to yourself, there is no way I am going to do this. And as the wave moves around the stadium, you start to feel the energy that it is creating. Each time it passes your sub-conscious gets a little closer to wanting to jump up with everyone else and be a part of it. And then all-of-a-sudden it happens. You become one of those idiots, (lol), because the stadium of people’s enthusiasm and excitement rubbed off you.
So, then last question you need to ask yourself is, do you transfer your excitement and enthusiasm with purpose?
Take note of the word “purpose.” Anthony Robbins has been quoted as saying, “Activity without purpose is the drain of your life.”
Remember that burn out I mentioned before. Not generating excitement in yourself and your customer on purpose can be a contributing factor to your burn out. Generating excitement and enthusiasm should be second nature to you and should be done without thought. This happens with practice. And I am not talking about practicing with your customers, I am talking about practicing with yourself and colleagues, so you are prepared for game time when you are with your customer.
Generating excitement and enthusiasm inside of a customer about what you are about to do, or what you want them to do, is on you. You are responsible and it is your duty to make this happen. If a customer is excited about doing something they are much more likely to do it. Therefore, if you always get your customer excited about the next step, you end up with a sale at your prices.