ya,
big accounts vs. small accounts vs. cold calls vs. other marketing and bs work.
not quite as extensive if your selling purely off the showroom floor though
oh i cold call all day long. i grab the books of old leads and just start calling people.
heres how most of my calls go:
Hello, I’m calling from…
Buyer: I already purchased.
Great, that would make a great trade, when can you make it down?!
lol not really, but i at least make sure i pitch them on one unit.
go watch Glen Gary Glen Ross
not to dig sales tips from, but it’s “inspiring”
so iv heard. i have a netflix account and this is on my list.
I’m not in sales, but “How to Win Friends and Influence People” is a good read for anyone who has to deal with people. Seriously though, the title is the dryest part of the book. It’s really not a bad read. Plus it’s so old that you can get a chuckle out of the part of the book where one of his success story examples is about Bethlehem Steel. :mamoru:
dude, im reading that book right now. no fucking lie, i borrowed it from a guy at work and i just started into it.
I’ve always been confused as to what makes a good salesman as well. Is it being the best bullshitter around and making the customer believe what you have to offer is the best, or is it offering a fair deal, at a fair price, with hopes of them returning for a sale later down the road, marking them down as a valued customer. Their satisfaction= your profit. Right?
its not really bullshiting as much as its proving why your product is better than the rest without lying. i just know what i am selling is better than most and i can back it up.
1 year limited warranty is nothing compared to the 2 year bumper to bumper warranty that i sell.
you find what makes yours better.
My boss told me a couple weeks ago and i quote him on this, “The fact that your competitor doesnt have a feature is more important than my product having that feature.”
In other words, you would focus on what that product doesn’t have and why its more important that what im selling does.
you shouldnt make your presentation about another companies product, don’t make it a focus point
you dont make it a focus point, but to prove the point of why my product is better.
The fact that another company doesnt use a full fiberglass front cap is more important than the fact of why my product does have it.
and this is coming from a guy who has sold over 100,000 rvs in his lifetime. im pretty sure he knows his shit. him and his brother have taken their company of one store out of albany and grown to buffalo, orlando and des moines.
You vs. the competition. Winner makes the sale and takes home the profit. meet your customers needs.
bobbyg- wouldn’t it be more beneficial to talk to the guy who has sold over 100k rvs rather than nyspeed?
FUCKIN ZIG ZIGLAR… youtube that shit … buy his books
/thread
turboLS1ss made a very good point about “knowing your product inside and out”, but you should also know your competitions product inside and out as well. That way you can point out significant differences in features and price points for options etc…
I worked at Dick’s Sporting Goods way back when, lol, in the exercise dept. We sold treadmills in the $250-$1000 dollar range. Our competiton, Bert’s, etc…sold treadmills in the $1500-$4000 range. Was our product better? Hell no, but it was built perfectly for it’s intended use. I would tell people that as well. But I would be DEAD Honest and tell people that the competitons treadmills were over-built (and they are) for simple home use. No need to spend $$$$$$ for features that you are never going to use. No need to spend $$$$$ for a huge motor when all you are going to do is walk, or run once a week. A good day for me, I could sell anywhere from 3-10 treadmills, while Bert’s would be lucky to sell 1. People might not buy something that particular day, but more often than not, they would come back after checking out the competiton.
The same strategy can apply to you. Ask a customer exactly what their intended use is, and talk them down from a big model that has things they probably won’t need. They WILL appreciate you saving them bucks and looking out for their best interest.
Yep, case closed. ^This is your best bet.
I sure hope you’re not involved with shipping RV’s.
Questions, Questions, Questions. You cannot fill your customer’s need unless you ask questions to find out what they need. If someone is looking for a civic and you keep talking/showing them a cadillac you will not make any sales. The only way to find out what they need is to ask. Also ask to find out what Features they are looking for and show them things that will fit their need (and show them how it will Benefit them).
yes, you want to know the competitions product as well, no doubt. BUT, you don’t want to sell your product by belittling the competition’s product. that shows lack or confidence and weakness in what you’re selling. you are selling your product down to the competitions instead of selling your product above the rest.
and think, if you have customers that you spent years saying how bad the competition’s product is, what happens if you get let go and go to work for the competition? wtf do you do then
The meet and greet is essential. First impressions are everything. Want people to remember your name? Wear a name tag.
Everyone here is telling you to “listen to the customer”. That’s a huge fucking line of bullshit. People here don’t have experience in auto’s/rv. Buyer’s are liars and they are going to throw every fucking objection or obstacle in the way so they won’t buy a car. It’s your job to defeat the objections. The average car buyer says “no” about a dozen times, before they will say “yes”.
People don’t just walk into your showroom and lay down, write you a check and drive off? You need to isolate the real objections, quicker, and more efficently than anyone else. Create a need and urgency. DON’T LIE.
MOST IMPORTANTLY, YOU NEED TO MAINTAIN CONTROL. Sounds to me that you’re losing control and allowing the customer to walk all over you. Nobody is going to buy shit from you.
If you are young (like i am/was) you need to go the extra step. I never had a dissatisfied customer after a sale. However, I had customers that didn’t like me throughout…and that’s most important. You wake up to make money, not friends.
First thing’s first with maintaining control. Call them by their first names. ALL THE TIME. Overuse it to the point that you’re afraid you’re overusing it, and then use it some more. The best way to show that you’re in control (sublimally) is to keep white name stickers on you. When you first meet them, say…“Joe, I’m really bad with names. Here take this (write his name on a white sticker) and put this on yourself. Thanks.” The customer is going to do it.
They hardest thing people have to grasp when it comes to dealing with customers is that most customers will do what you ask them to do. “Come with me”, “let me show you something”, “write this down”, “take this”, “look at that”…etc etc.
Don’t ask closed ended, “yes” or “no” questions. Again, customer’s on the defensive…are always going to say “no” NO MATTER WHAT YOU ASK.
“Can I help you?” vs. “How can I help you?”.
Establish rapport earlier and more quickly. Talk to someone for 30 mins, before you even mention selling anything.
Again, MAINTAIN control. Identify a need, creat urgency, fulfull that need. Also remember, there is always a “SALE”…create hype…get people involved and excited. Excited people are more likely to buy something, especially if you can make it emotional.
“What three things do you currently love about your RV? What three things do you currently hate, or wish you could change?” Again, identify buying signals and clues.
When closing deals, there are 3 things wrong with a deal when a customer says “no”. Me, the machine or the money. Sir, I wouldn’t expect you to make a decision today if you didn’t feel comfortable with any part of the process or outcome. Typically, there are three components to the decision. One of those components is me. I sure hope I’m not the problem and the reason you cannot buy an RV, today? Right?;
CUSTOMER’S WILL ALWAYS SAY “OMG, NO NO NO NO…YOU’RE GREAT”…
Then surely, it’s got to be the actual RV or the machine itself?
NO NO NO, I LOVE THE VEHICLE. (Obviously, or they wouldn’t be trying to buy it)
Oh, well than the only thing left is the money.
“…yeah”.
Well, is it the price, the payment, the down payment or trade?
Most people will immediately tell you what it is, and there is your objection. If they are hesitant and won’t scoop you a dish of info…the next phrase is going to be your strongest line you will ever use.
“Off the record…what’s the problem?” or pretty much “off the record anything”.
Using this, sincerely at the beginning of a sentence will work wonders. People actually lean forward as if to tell you a secret. You will get your objection 99% of the time.
Act casual and not frantic like you are making a big sale. Mimic their body language.
I could go on for hours.
Beck you forgot to add you can interchange customer with potential underage girl…