Podcast
Questions and Answers
What is the primary reason the salesman keeps his office decorated with sales awards and plaques?
What is the primary reason the salesman keeps his office decorated with sales awards and plaques?
- To distract the customer from making a decision.
- To showcase his personal achievements.
- To make the office look more professional.
- To instill confidence in the customer about his selling abilities. (correct)
Why does the salesman avoid showing color charts and brochures to customers?
Why does the salesman avoid showing color charts and brochures to customers?
- They are too complicated for customers to understand.
- They may confuse customers and delay their decision-making. (correct)
- He wants to keep the focus on financing options.
- He believes they are unnecessary for the sales process.
How does the salesman create a sense of obligation in his customers?
How does the salesman create a sense of obligation in his customers?
- By being overly polite and courteous.
- By giving away expensive gifts.
- By providing detailed product information.
- By offering free refreshments and cigarettes. (correct)
What is a key strategy employed by the salesman to keep customers engaged during their visit?
What is a key strategy employed by the salesman to keep customers engaged during their visit?
What is the salesman's approach to handling the price negotiation process?
What is the salesman's approach to handling the price negotiation process?
Why does the salesman emphasize the need to keep his office clean and free of distracting items?
Why does the salesman emphasize the need to keep his office clean and free of distracting items?
What type of clothing does the salesman suggest is important to wear?
What type of clothing does the salesman suggest is important to wear?
What impression does the author aim to convey through his choice of clothing?
What impression does the author aim to convey through his choice of clothing?
Why does the author avoid wearing expensive clothing while at work?
Why does the author avoid wearing expensive clothing while at work?
What type of customers does the author primarily deal with?
What type of customers does the author primarily deal with?
How does the author describe the typical car salesman?
How does the author describe the typical car salesman?
What type of attire does the author prefer for selling cars?
What type of attire does the author prefer for selling cars?
What does the author believe about cleanliness as a salesman?
What does the author believe about cleanliness as a salesman?
What is the average price of cars sold by the author?
What is the average price of cars sold by the author?
What effect does the author's wardrobe choice have on his customers?
What effect does the author's wardrobe choice have on his customers?
Flashcards
Dress for the Customer
Dress for the Customer
Connecting with customers by dressing appropriately, reflecting their financial status and making them feel at ease.
Avoid Flashy Attire
Avoid Flashy Attire
Avoid wearing expensive clothing that might make customers feel intimidated.
Presentation matters
Presentation matters
Maintain a clean and neat appearance without appearing overly luxurious.
Salesman's Image
Salesman's Image
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Clothing and Economic Status
Clothing and Economic Status
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Targeting Customers' Economic Bracket
Targeting Customers' Economic Bracket
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Avoiding Antagonism
Avoiding Antagonism
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Small Details Matter
Small Details Matter
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Building Obligation
Building Obligation
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Managing Focus
Managing Focus
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Mirroring
Mirroring
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Clean and Organized
Clean and Organized
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Building Trust
Building Trust
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Hidden Information
Hidden Information
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Matching Customer Style
Matching Customer Style
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Study Notes
Car Sales Strategies
- Appearance: Dress like your customers, mimicking their perceived economic status. Avoid expensive clothes. Sell Chevrolets, not Mercedes—your customers aren't typically wealthy.
- Office Environment: Maintain a clean, neat, and business-like office. Avoid controversial or distracting items. Display professional-looking sales awards and certificates. Hide calculation methods.
- Customer Interaction: Create an environment of relaxation and familiarity. Offer cigarettes, matches, drinks (free!), lollipops, balloons, and even personalized buttons.
- Building Rapport: Maintain eye contact, and sometimes even get down on the floor to look at a vehicle with the customer. Engage in light-hearted interactions, even offering to remove an item of clothing to create a connection. This is all about showing genuine interest & engagement in making the customer comfortable.
- Customer Comfort: Keep the buying process focused on the car sale, not accessories or colors at first; the customer should not consider other options while in the purchase phase.
- Post-Sale: Clean up the office after customer departure. Remove cigarette butts, empty ashtrays, reset the atmosphere, spray air freshener to make the environment welcoming and clear for the next encounter.
- Personal Touch: The salesman should be a trusted advisor, showing a friendly nature towards the customer.
- Adaptability: Adjust appearance, office decor, and interactions according to customer type. A top salesperson is a skilled actor, playing roles appropriate for specific prospects.
- Relationship Building: The key is to build rapport and make the customer feel obligated in a subtle way. The purpose of the above interactions is to create trust and strengthen the customer's sense of obligation towards the salesman.
- Winning the Customer: By offering a relaxing environment and building rapport; customers relax over time leading them to feel comfortable and trust the salesman, moving them forward toward the sale.
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