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High income car and RV salespeople follow a 7 step sales process. They follow the sales process on each and every contact. No exceptions. There is no deviation. No skipping steps. It just doesn’t happen.
Auto Sales an Art AND a Skill
Rembrandt was considered one of the greatest painters in European history. Do you know who Pieter Lastman or Jacob van Swanenburgh were? Rembrandt apprenticed under each of them.
What’s that got to do with car and RV sales people? Nothing. And everything. Everything, that is, if you want to be a top income earner. To be a Rembrandt you need coaching. You need sales training. You need practice to develop your style, your talent, your selling techniques.
The art is the finesse. For prospective buyers, it is bringing to reality what works for them without manipulation, without shady tactics or tricks. Professional selling technique is the ability to listen intently, ask relevant value adding questions, and package it all in a vehicle that meets the prospect’s needs and budget.
7 Step Auto and RV Sales Process – Work It!
Walk into McDonald’s anywhere in the world and you will find the same friendly smiles although the faces may be different, a similar menu although reading it may be difficult, and the same production process. The recipe works. It works for McDonalds. It works for Wendy’s. It works for Tim Hortons. It works for the Colonel along with a whole regiment of other franchises. And the 7 Step Sales Process of top auto and RV sales income earners will work for you.
Will there be exceptions? You bet. Even in the most well oiled system glitches surface from time-to-time. There is occasional franchisee – franchiser incompatibility. There are occasional let downs in traffic expectations compared to market analysis. There are occasional language challenges. Reality is, in all things, there will be occasional surprises.
So what. Move on. Like the franchise system, the following 7 Step Auto and RV Sales Process works. And, yes, there will be exceptions. There will be the cash buyer who insists on a large discount. There will be the prospect whom you just cannot settle down on a vehicle. There will be… There will be… There will be… There will be exceptions, the occasional incompatibility for whatever reason. Move on. The sales model works consistently, with an occasional exception.
The 7 Step Sales Model of high income auto and RV sales people is:
1. Introduction
2. Qualification
3. Selection / Presentation
4. Demonstration
5. Negotiation
6. Application
7. Preparation / Delivery
That’s it. To close more deals, follow these steps each and every opportunity. No exceptions. By the way, career auto and RV sales professionals have an 8th step – Progression, moving the new Customer to a walking, talking referral machine. Wanna be car sales guys and gals just cannot seem to grasp this. Write me for more detail. Remember: Nothing happens until someone sells something. Sales Champions Make It Happen!
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