Sell What You Can See, Not What You Can Order

Have you ever had someone ask for a “white 2-door” you don’t have? Sure, we all have.

Say this if you want to almost guarantee you’ll lose a sale today:

“No, but I can get you one.”

Your goal is to sell something now, and you have nothing to lose by following this process instead:

They ask, “Do you have a white one?”

Say, “Let’s go see.” Start walking and ask, “And what’s your 2nd favorite color?” “Red, but I’d prefer white.”

Ask questions as you go. “So who’s the lucky one, who gets the new car this time, Betty – you or Bob?” “It’s for me.”

“Is this for a birthday, anniversary or…?” And learn more.

As you’re walking, they almost always see a color they hadn’t considered, “I like that one, too. I hadn’t thought about red.”

Two steps further as you pass the new ‘Metallic Ocean Blue’, Betty says, “Wow – that’s pretty, too.”

Fact: 86% don’t buy what they planned, and I sure fit that stat. I’ve owned 50+ cars, and probably 90% weren’t what I’d planned.

By not saying, “No, but we can get you one,” most customers expand their options, and will buy from what you have in stock.

If you’re the friendly, easy, caring salesperson we’ve talked about this month, most will end up buying something in stock, because they like working with you.

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