I’m a soldier. On the battlefield trust is a trait you don’t have time to think about. There is only one way for me to trust you, and that is for you to earn that privilege. I’ll never trust someone I don’t know. You want me to quickly change the channel, then pay an actor to say “trust me”.
The showroom isn’t exactly a battlefield, but there are sides, and everyone on the field is trying to win. The customer is attempting to get the best vehicle for the job at the lowest price, and the sales staff are attempting to close the deal with the highest possible margin.
The best way for the salesperson to “win” is to slow the process down. Take the time to listen to the customer. Find out what he/she wants to do with the vehicle, who will be using it, where it will be used, what the customer has owned before, and 1000 other items.
Listening is a trait we don’t spend enough time on during our training, but it’s important. Learn to listen, and as a bonus you’ll also earn the trust of the customer. Once a level of trust has been achieved, closing the sale becomes a lot easier, and usually at a higher margin.
How do you earn the trust of your customers?
#Trust #Powersports #Marine #RV #Sales #Training