4 Critical Habits of the Best and Richest Salespeople
Imitation is the greatest form of flattery. I learned this lesson very early in my career. I was taught, that if you want to learn…
Imitation is the greatest form of flattery. I learned this lesson very early in my career. I was taught, that if you want to learn…
It’s true! We are all creatures of habit! Think about it. If you are anything like me when you get home each day, you follow…
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Investigation Example:
Salesperson: “What is it that you like about your {Model X}?”
Customer: “I like that the vehicle has four doors, making it easy to get the kids in the back.”
Salesperson: “What is it that you REALLY like about your {Model X}?”
Customer: “I love the fact that the vehicle has keyless entry and I do not need to take the keys out of my pocket to unlock the car, especially when my hands full with the kids.”
Salesperson: “What is it that you do not like about your {Model X}?”
Customer: “I wish it had one of those automatic lift gates. It is such a pain to try to open the back when I am carrying about of stuff.”
Presentation Example:
Salesperson: “Watch this, not only does this model have the wide opening rear doors to make it even easier to get your kids in the backseat, all you have to do is wave your foot right here to open the rear lift gate. That’s much easier than your current car isn’t it? And just in case you didn’t notice, the keys are still in my pocket.”
How it all ties together
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