Unsold owners need to be encouraged to at least give you a chance to talk to them again. This requires immense patience and discipline. Too many are automatically discarded the moment they buy a competitive make. Alex says, Why would you do that? This is not the only purchase they will make in their lifetime. Your thoughtful emotional contacts will make they feel important. When it comes to transportation, they should think of you regardless of their present make or future interests.
I have never believed in generating clients who come in to see me and end up with other sales people. Stealing or skating or getting bagged by weak and stupid colleagues can be discouraged and all but eliminated. Find out how over the years I have perfected a concept in high form and good taste to do just that.
If you are wondering why you have never been exposed to my concepts until now, it’s because after a lifetime of study, research and developing sound concepts that work, I was not anxious to share them with anyone else. Most sales people could not do it if I show them because it involves work, discipline and an attentiveness to my owners that even to this day many see little value. The future is extremely promising for those who master my concepts. Why, because you have no one in your way! The benefit to me is I have rarely had time to take an up or wait on a new customer in my career.
Many people in the car business today had had everything handed to them. Most don’t see the value in developing a clientele because they have never had successful careers selling. Alex says, The one thing that has remained constant is the person you personally bring in is easier to do business with, pays all the money, makes flattering CSI remarks and is supportative with repeat and referrals. Doesn’t take a PhD to figure out this is the kind of business to build long term. You should remember every potential client you did not sell a vehicle to is now on your unsold owners list. Find out from Alex how you can best use this unsold owners list to your advantage.