Welcome to Sales Manager Success Tips.
Most often when you provide a showroom customer with a payment-based proposal, your Sales Consultant will receive some sort of objection; the price is too high, the payment is too high, the interest rate is too high, etc. In dealing with any one of these objections, your Sales Consultant need not commit to a solution or a counter-offer from the customer. All that’s required is clarity and permission to proceed. For example, “Mr. Lee, if we were able to satisfy your concern of the payments, would you consider going ahead with this new vehicle?” If the customer responds with “yes” or “maybe”, then a new set of numbers will be needed. As a Sales Manager, whenever adjusting numbers or creating new a new set of numbers, never do so on the original printed or hand-written proposal. Instead, print or hand-write a fresh, new proposal. Don’t simply send back the original proposal with red marker crossing out numbers, little messages such as HELP, S.O.S. CANNOT DO, BELOW COST, etc. This can turn argumentative and confrontational. One of the Fundamental Laws of Negotiation suggests that you never show a customer what you said “no” to - it psychologically suggests to the customer that they are losing. It could also embarrass them. By creating and presenting a fresh, new proposal, and removing the 1st proposal you are subtly saying, “Thank you for your counteroffer and beginning the negotiation.” With the new document, you are further saying, “Let’s have a look what we CAN do” – you are not showing a proposal crossed out numbers or “no” written all over it. Consider registering for our 1-day SUPERdesking Strategies and Closing Workshop offered LIVE and ONLINE. I’m Chris Schulthies. Chris Schulthies is a National Sales Trainer & Consultant with Toronto-based Wye Management. Wye Management provides sales and management training (showroom and digital) for dealerships, dealer groups, OEMs and industry suppliers in Canada and the U.S. E-mail: cschulthies@wyemanagement.com Cell: 416.908.6346 #training#programs#workshops#cardealership#autodealers#autodeals#salestip#nationwide#tools#automotive#industry#salesmen#saleslife#learn#salestraining#businessoffice#automobile#salestraining#cardealership#UCDA#MDA
