I lead the last meeting...
This is an email I received from one of my favorite Clients... must read!
The subject of the meeting was visualization and
Close your eyes and visualize yourself engaging a
customer and going thru the RBI process. Visualize yourself welcoming
the customer, developing
rapport, smiling and getting them to like you, building trust, getting
them to your desk and exchanging information, finding out what they are
trying to accomplish, make sure they meet your manager if they haven’t,
get them on the right vehicle or several
vehicles that target their criteria, make an exciting and fun
presentation, take them for a demo ride and after the initial ride sit
back and be quiet, let them take mental ownership, when you return from
the demo park in the correct spot and do a service
walk, make sure to walk by the sales tower and get your manager
involved again as you head back to your desk, relate buyer today or, the
manager should come over and explain what he is going to do, have you
start paperwork while they prepare a generic proposal,
develop the commitment, plant the seed of doubt, 5 step, obtain a solid
offer, counter and create a win-win close…
Visualize yourself being
successful, following the process, making new friends, believe in
yourself and that you can do it, believe that every
customer will purchase a vehicle from you… Always give them choices…
Ever go into an upscale shoe store with a professional salesperson? You
see a pair of shoes you like and they measure your feet and go into the
back stock room. They come out with 5 pairs
of shoes. If they have the pair of shoes you were looking at they put
them on and then show you the other 4 pair. If they don’t have the exact
pair you chose they still show 4 or 5 other pairs… If the customer
comes in looking for a Red RX and we don’t have
one show them our inventory and they may fall in love with the Nebula
Grey…You get the idea… Visualization, positive mindset, believing that
you can do it!
I think it made a difference....they all loved the
visualization part closing their eyes.
The next training session will be on downtime - on deck
J. I have already put together a generic daily plan! Yes ODO club is part of it!
General Sales Manager