Selling overview in the new millieum demands a proven client development concept perfected in the field featuring you as the individual contact. How did Alex do so well in capturing well qualified buyers and then maintaining their loyalty?
The internet, the web and social medias are not created for loyalty to the individual sales person. Over the years, the poor buying experiences have encouraged people to shop in advance and buy vehicles on the web including potential trade in allowances, factory incentives, the financial arrangements and also delivery. So why do they need you? An entire generation of buyers remembers sales representatives who are rude, uninformed, go for the throat approach, double teamed by embarrassing closers which encourages potential owners to avoid this unpleasantness by shopping on the web.
What they are saying is, I like your product and your service and I don’t need you. So our buyers are putting the web first and you last! We need to reverse that and put you first!
You can’t build a business with unhappy owners. Alex says, Being a three time Salesman of the Year 1967 1968 1969 at Oaklandon Sales Chevrolet Pontiac, Indianapolis, taught me this hard truth.
Client development is when YOU build your business one at a time. Alex lives by what he says. He has a personal and professional commitment to his owner’s happiness. When they are unhappy, he is unhappy. Folks, you cannot feel that on the internet. It requires emotional contacts with your owners whether they buy from you or not. When you sell a car to someone who braved the web, waded through a sea of sales people to ask for you and buy from you, it’s like the 1977 foreigner song Feels like the first time. There is no greater therapy for a sales person to feel that good as they have the first time they sold a car.