Questions About Closing More Sales
Don’t confuse selling to someone, with someone who is buying.
I bought an SUV, actually I almost did – until the whole process was so ridiculous, I just walked out.
Anyway, the salesperson I tried to work with, didn’t make any attempt to talk to me, even though he was just standing on the lot after another customer had driven off.
I had to say, “Hey – can you help me?” He came over, didn’t introduce himself or ask my name.
So I followed our script, and I said, “I’m Joe and you are …?” And he gave me his name.
He didn’t ask what I wanted to look at … so I took the initiative to say, “Is that black one sold?”
His reply … “No, we just got it.” That’s it, no other questions, so I had to take the initiative again with, “Can you tell me about it?”
This went on throughout the whole time. Even on the demo, I had to ask about everything. It wasn’t equipped the way I wanted, but I figured I could do without, so I said, “OK, I’ll take it.”
We went inside and as he was taking down my info, he asked what I did, and I told him, “Teach salespeople how to sell.”
He said … “So how did I do?”
I said … “That depends on whether you think you sold me this SUV or that I just bought it.”
He looked at me, totally clueless.
I was the only customer there, so what should have been a short, simple process, dragged on for 30+ minutes before I asked someone to find him, and he came back to tell me it would be awhile.
I was already settling for something I didn’t want, so I said, “I’ll pass – I don’t have time.”
Another clueless look and he couldn’t even
think of anything to say in response.
I’d like to say I had better responses at other stores. Nope, no introduction, nobody asked me my name or asked me questions. Even as I was leaving, nobody asked for my name or contact information to follow up.
Don’t wait for the customer to take the initiative to try to buy a vehicle from you.
My first point about closing: Nobody even tried!
There was no selling going on with anyone I talked to. Most had fairly decent product knowledge, but people
buy features and benefits they need & want, not just a vehicle.
They could have at least tried to close me on a discount, but that doesn’t matter without value.
In fact, when you offer a discount, you just told the customer…
“This vehicle was never worth what we’re asking, so let’s start here and work our way down.”
ps – I finally did get a new SUV!