After working with my personal clients in person and online over the past 2 weeks, I will share strategies that are being used by salespeople and business owners that are helping them get through this as successfully as possible.
Which Of These Best Describes Your Business/Career?
Is a proper and fully functional DMS system integrated in the business?
Is there an integrated CRM system which is properly used?
Do employees have clear performance goals?
Is Regional market share rate (new & used sales) measured monthly?
Compel Your Best Prospects
1-You have no predictable way to generate new leads relying on manual prospecting, personal promotion, and no response ads.
2-You focus on Branding and building Top of Mind Awareness in your marketplace.
3-You generally always have enough new prospects every year to increase your results.
4-You’re always able to generate prospects predictably. On demand, for a known cost, as many as you want, like a vending machine.
Educate and Motivate
1-If prospects are not ready to buy now, they fall through the cracks, and you have no systematic regular follow-up communication.
2-You believe that just staying continually in contact over time will produce the sale – whenever they are ready.
3-It usually takes you an unpredictable amount of time and effort, with no systematic approach, to transform prospects into customers.
4-You have a systematic way to engage with new prospects to find “five star candidates” and to patiently engage them over time.
Make Irresistible First Offers
1-You wait for prospects to take the initiative, able to take orders when people are ready to buy.
2-You consistently “check in” with prospects to see if there is anything you can do to help.
3-You focus on training the sales team to overcome objections and close prospects right now.
4-You continually make specific offers to prospects as they become ready -- taking a leadership role in all next steps.
Deliver Dream Results
1-You are unable to predictably get a consistent result for clients – and then blame the clients for not following the plan.
2-You are usually able to get the result for your clients, but the process and experience may be a little inconsistent.
3-You are confident that most of your clients will have a satisfying experience with your product or service.
4-You have a unique process and unique teamwork that gets a “dream come true result” for clients every time.
After Sales Service
1-Once the transaction is made, you are on to the next prospect, with no additional services offered -- so no testimonials or referrals.
2-You feel that each customer’s value is mostly the first transaction, and then you immediately move on to the next new customer.
3-You try to maximize transaction value with upsell offers or incentives on future orders placed now.
4-Each client experience leads to the next client and sets the stage for a lifetime relationship.
Nurture Lifetime Relationships
1-You have no database or CRM, no communication with clients, and just hope they return.
2-You generally measure your personal and business success only in terms of transactions, revenues, and profits.
3-You are generally aware of and measure the Lifetime Value of a client but measure it historically.
4-You continually measure and increase “return on relationship” of your entire client portfolio, which is your most valued asset.
1-You get sporadic, unpredictable referrals, no effort to orchestrate, recognize, or encourage the flow of referrals.
2-You stay in touch with your existing clientele in conventional ways without consciously and strategically measuring the results.
3-You focus on increasing referrals by constantly asking for and incentivizing referrals.
4-You proactively orchestrate your referral systems to create and measure referrals every month like clockwork.
YOUR CUSTOMER SAYS, "LET ME THINK IT OVER" YOU SAY...
Your customer says, "I'm going to think it over", or "I need to think about it"." Today I’m going to cover the only 4 reasons customers tell you that they need to think it over and how to get them to buy.
We do know that a customer will have no more than 4 main objections. Although it seems like customers can create thousands of objections, I’m going to break it down and show you what to do when a customer says to you “Let me think about it.” I’m also going to teach you what you should say so you can close them.
The main reason why I do this is because if I let my customer say to me, I’m going to think it over, they are probably going to shop the competition and be less likely to come back to me. So rather than take that chance. Here is what I do.
#1 - Objections can be about price, product, time or a stall. In this example that I’m using, the customer has said, "Let me think about it."
#2 - Strategy. You need to have a strategy. My strategy is to help my customer create an objection that that I can control and let them feel as if they created it. The way that I do this is I give them options. The reason that I help them create their own objection is because if they feel as if they created it, it must be valid. I mean, they created it. Then if I can overcome their objection, they likely end up buying from me.
Example: A customer says, "Let me think about it."
My Response: No problem. It sounds like you’re like me. I like to think about these things too. Before you take off let me ask you a quick question. Is it something I said, the motorcycle or the price?
Customer Says: It’s the price. (Which it is. It’s always the price.) Now…. I’m going to let them know that I understand how they feel.
My Response: It sounds like you really need to make sure you’re getting a good deal and can fit it into your budget. Is that it?
Customer Says: Yes, that's right.
My Response: So, Mr Customer. I’m going to work on making sure you get that good deal. I’ve got an idea, but when you say that it has to fit into your budget. Is it because of the check you're writing out or is it the monthly payment?
Customer Says: It's the check. Or they say it's the payment. (There’s no other way to pay, so it doesn’t matter how they answer. Cash or finance. Once again, your customer will choose an option. (80% of your customers will say, it’s because of the payment)
My Response: It sounds like you’re just like me and everyone else that comes here. Let’s go over here and I’ll get some figures for you. It sounds like other than your payment there’s probably no other reason we couldn’t wrap this up right now. Have a seat right there.
As I’m doing this I’m leading them over to my desk so I can present some payment options to them. It’s very important at this point to understand everything up until now was built on emotion.
Once your customer sits down with you it becomes rational. When your customer has to rationalize it’s important to speed things up. You can’t have delays here. Your computer has to be on. Your sales manager can’t be out to lunch. F&I manager has to be their office. All Hands On Deck right now.
This is also where you need to present multiple payment options that are computer generated. If you don’t have a program that does this for you then take a look at something like MotoMenus. There’s a link down below for a free trial. It gives the customer 60 different payment options within minutes.
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