"Success LOVES Preparation" -Grant Cardone
How much time does a customer "shop" on line? According to AutoTrader, new car buyers who used the Internet in the shopping process reported spending 13.75 hours shopping on-line. In other words, they spend over half of a day preparing to buy ONE car. How much time do you, the sales person spend preparing to SELL one car?
How does an athlete prepare for a game? Did Ali study Frazier? Did the Saints study the Ravens?
CHALLENGE: You're an automotive sales professional, you've got an appointment in 45 minutes, your dealership has invested in Cardone On Demand. What do you do now?
How to prepare for an appointment - option one: hang out with fellow sales people, crack a couple jokes, bitch about business being slow and wait for customer to show up OR option two: prepare to take the absolute best care of them ever! For option two, please read on. Option number ones probably aren't reading this anyway...
HERE'S THE PLAN:
NOTE: Sales professionals without access to Cardone On Demand / Cardone University, these tips still work! Same goes for sales people who don't sell cars. These tips are principles and they are universal.
Step 1 - Ask yourself, What is the customer focused on? What problem(s) are they trying to solve? What have they communicated to you that is important to them. What do they need to make a decision? How can you best service them when they arrive? Have a strong sense of their needs and them prepare to deliver a world class experience to them. Now, look into either program in the Training Center and watch one or two segments to gear up. If you're not clear on what's important to them, look in Road to the Sale / Steps to the Sale and review the course on Fact Finding.
If you're clear on their needs and what's important then prepare to as Grant puts it "Superfreak the presentation!" Prepare to help them select the right car, have alternatives ready to offer and show. This is not the time to study product. You should know your product like you know your name at this point and already be well versed on it's competitive advantages. This is the time to get ready and to make sure you light their fire! (10 minutes)
Step 2. Ask yourself, What objections might I get here? Will price be an issue? Will all decision makers be present? Could time come up? What about budget? Is there a trade in? How ARE you going to close this deal? Using the Closing The Deal module and Quick Fix Solutions in Cardone On Demand, you can study closes and develop a game plan to help your client make the right decision. Select and review 7-10 closes so you have a plan to get the deal done. Football teams have a game plan and a play book. So should you. (if you can't access Cardone On Demand / Cardone University, take a look at Grant's Close The Sale app in iTunes or Play)
Step 3. PDR: That stands for Practice, Drill, Rehearse - how you do this is up to you. You can do it in front of a wall, mirror, with a partner if possible, figure it out, but get it done. Look at the fighter before stepping into the ring. What are they doing? Shadow boxing, lite sparing, jumping rope, warming up. You are not going to fight with your client, because as Grant teaches in Sell Or Be Sold, the number one rule of selling is to always, always, always agree. What you are going to be doing is engaging with them. You have the privilege to help this fellow human with, what for many, will be the second largest purchase of their life. They spent 13.75 hours preparing to meet with you, you should do them the same courtesy and be fully prepared to meet with them.