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  • when's the last time you went out and bought something that that you just had

  • to have something you were excited to buy, for some people it might be going

  • out and getting that new cell phone

  • it could be getting a new computer. For for my wife recently it was getting a

  • new grand cherokee

  • that was something that she really wanted, she was excited about getting a

  • new grand cherokee and and I remember us driving to the dealership and was kind

  • of funny because she was asking me questions about it

  • how's it Drive and what's the performance and what's the ride going to

  • be like compared to what she was currently driving and and it was pretty

  • cool she was excited about she was very emotional about getting it in a good way

  • in an excited way, and we get to the dealership and sales person finally

  • comes up and greets us and we have a little conversation and then salesperson

  • never really build any rapport got to know her, and just out of the blue says

  • well would you like to take the the grand cherokee for a drive? and the first

  • thing she says was, no. I'm thinking we just spent 25 minutes talking about

  • how excited you were to drive the grand cherokee all the way to the dealership

  • and now you say no.

  • so my job was to make sure she definitely drove that grand cherokee but

  • it's, I guess the most important thing to understand guys, is when people come

  • on our lot

  • they're emotional right some of it some of it could be fear some of its excitement

  • but we have to understand there's two parts of the emotion we have to deal

  • with, with customers, we have to deal with the emotional part of selling and we have to

  • deal with the logic part of selling because here's how it works...

  • think about a customer this way, right, we have the sales process and for all you

  • guys have been through class you understand when we talk about quadrant

  • 1, that's the greeting the needs and analysis the trade walk, quadrant 2 is

  • doing the high-impact presentation demonstration quadrant 3 is closing and

  • overcoming objections, quadrant 4 is the negotiation

  • and then you have the delivery, right. So the customer comes on the lot, here's

  • what we know; their emotions are high, and my job is is to keep their

  • emotions as high as I can as long as I can, but we also have to deal with the

  • logical part of the deal.

  • so the customer comes on the lot, here's the customer there's somewhere

  • high on the emotional chart that customer comes in my job as a salesperson your

  • job as a sales person is to keep that customers emotions as high as I can as

  • long as I can, okay because eventually when i get to the negotiation that

  • customer then is going to become logical

  • that's just how we are. Once I sit down and start talking about numbers

  • it becomes a very logical decision we're looking at budget, we're looking at at

  • what their current payment is versus our old payment their down payment we're

  • looking at fuel economy insurance costs all those force that customer to become

  • logical which is perfectly normal and if i do a really good job at the

  • negotiation right, if I kept the customers emotion as high as I can as

  • long as I can, all the way through the sales process

  • I get to the negotiation do a great job here and delivery

  • the customer is as excited if not more excited than they ever will be in that

  • entire car deal

  • that's ideally what we're trying to accomplish with a customer

  • ok. Well, think about us as sales people where's our emotions typically?

  • I mean in real life aren't we are we pretty emotional creatures I mean sometimes our

  • emotions may be really high in a positive way it could be our emotions

  • are low in a negative way

  • whether you're having a good month or a bad month but typically our emotions as

  • salespeople they go right along this line here, and if you look at the chart

  • the biggest gap we run into is in quadrant four

  • in the negotiation is our biggest challenge and that's when you guys

  • really really really have to focus, because we got to understand the

  • customer's logical and at this point we're still emotional right we're still

  • emotionally and financially attached to the car deal

  • so if you can do a good job right here keep your emotions in check, your going

  • to have a good high quality successful win-win negotiation.

  • So this is ideal. What can happen?

  • What causes all this to go wrong? Well if you're not careful,

  • customer comes on a lot early on we started asking him questions:

  • How much you want to spend a month? How much down payment do you have? What kind

  • of budget you have? What do you owe on your trade? What's your credit like? and if

  • this, or or in our defense the customer will bring those up.

  • They'll ask us: What's the best deal, I've been on the internet? ...and it if you're

  • not careful, you start talking numbers you start talking price

  • so now think about this; customer is excited, they come on the lot

  • we start talking numbers, budget, payment.

  • What happens? Do the customers emotions go up or down? Doesn't it come down? And now

  • that customer early on first five or ten minutes of the deal,

  • now they're becoming logical. I'm forcing that customer to think about numbers

  • so now they're thinking about numbers, payment, down payment,

  • can they afford the car? Maybe they can, maybe they can't. And then my job as a

  • sales person what we have to do now is try to get their emotions back up. When

  • we do our high impact presentation and demonstration, and we know that we're

  • never going to get their emotions as high as they would have been,

  • and then we get back over to the negotiation, and the customer is never

  • happy and if you do make the deal when they take delivery, that's when they

  • say they felt really pressured in the negotiation.

  • Well they did because we artificially force these customers to negotiate twice

  • in the car deal.

  • it's this talking price early on. Taking the customers emotional state to be in

  • logical in the first 10 minutes or so when they get to the dealership, then

  • never being able to get that emotional peak back with that customer negotiating with

  • them again once

  • we get back from the demo if we actually went on the demo, and now the customer,

  • they're the ones that bury you on the CSI

  • so, it's look, if you want if you really want to increase sales, understand your

  • buyers. When they walk on the lot

  • don't let yourself fall into the trap of talking numbers of talking price of

  • making that customer become logical before they have to be.

  • Let's keep their emotions as high as we can as long as we can. When i get over

  • here to the negotiation,

  • now i need to make sure I control my emotions, because whoever cares least

  • about a deal wins.

  • Okay. I need to make sure I keep them in check I focused on the logic making it

  • makes sense why that customer needs to get this car.

  • They take delivery. That's when you make the most amount of money. That's when

  • you're going to have your best CSI. Which in the long run is going to give

  • you more repeat business, it's going to give you a referral business, and that's how

  • you become a top producer, a high volume, high grossing salesperson.

  • So the next time a customer walks on your lot, remember get their emotions as high as

  • you can as long as you can.

  • Don't force that customer to become logical until you get in the office.

  • Remember build value on your feet talk price on your seat.

  • Don't let your emotions take over the deal, and I promise, I promise you, this is how to be

  • more successful selling cars.

when's the last time you went out and bought something that that you just had

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A2 初級

車を売る成功の秘訣 (Secret to Success Selling Cars)

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    kinhuabin に公開 2021 年 01 月 14 日
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