Do Your Customers See You as Expert They Trust?
BY MATT SELLHORST
There are several key attributes that your buyers share that will help you get to know them better. When you know who you’re selling to, you can close more sales. Sounds good, right?
Throughout this blog series, we will explore these key attributes so that you can get to know your customers and serve them (and yourself!) better.
Attribute #4: Clients who love you and your dealership are fun to work with and they will take your recommendations. Imagine a prospect you’re working with to whom you make a recommendation on horsepower, electronics, safety equipment, financing or even insurance. You make a recommendation, and they follow it because they see you as the expert. They see your staff as the experts; and if you make the recommendation, it’s not a sales pitch. ’You’re making the recommendations because they are the right thing for the prospect. The clients know you, they like you, and they trust you at this point. They make the decision to say “YES” because you’ve orchestrated the process to increase the chances of that being the outcome. You’ve choreographed the customer’s experience to elicit an incredibly high-value relationship.
Stay tuned for Attribute #5 in our next blog.
If you missed Attribute #3: Is Your Sales Team Using the Right Tools? click here to read it now.