Читать книгу 6 Practical Tips for Closing Automotive Sales - Tom Hopkins - Страница 4

When you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to:

1. Like you;

2. Trust you; and

3. Want to listen to you.

Those three elements are absolutely necessary in order for them to make buying decisions based on the information you share with them.

If they came in after calling and speaking with you, it’s likely you said the right things on the phone to get them to at least come in and see what you have available in both vehicles and terms. You’re starting out on the right foot here. They’ll be curious to learn more. That means they’ll be listening to you.

However, their curiosity will only take them so far. Once they’ve gotten the basic idea of what you have to offer, they’ll need to like and trust you enough to want to do business with you rather than taking their newfound knowledge to another dealership to see what might be different or better there.