How can you build long-term relationships with customers as a sales coach?

Showcasing Value is the most important aspect. I know that many people spend most of their effort in rapport building, which is excellent and necessary, but we must not forget that this is a client, not a friend. If they don't find that you're giving them value, they will remain friends and not great clients. So, always ask yourself what the value proposition is in this conversation and how I can have them think of me as a trusted advisor.

Como sugestão para a etapa de conhecer melhor o cliente, o vendedor pode criar um formulário no Google Forms para ser preenchido enquanto o cliente aguarda. Esse formulário pode conter três perguntas chave:o que fez a diferença para comprar o veículo comigo? Qual o item que podemos melhorar? Existe alguma duvida sobre o produto ou serviço?

Build a journal of your core clients so you can reference previous conversations to show them you are listening. Take the time to engage on personal interest and tailor gifts to these areas

When I was working with a client, I found that the pain points can be multi-tiered. Looking at their process, taking care of their pains, is one side of the story. What would help them oil the machine? Taking care of their hardest customer only goes so far. Making the working relationship into a well oiled machine to make all business garnered to be easier. Thats where the money is.

Come on people Using all the typical sales terminology. Knowing your customer is to listen. All customers are different. Don’t use the one standard approach. Listen to each customer what there needs are. Take time to customize to there particular needs. Create honest value. What is value to them. Not every customer looks at value the same.

I have been in many industries and much like content marketing, your sales team needs to anticipate the more difficult questions and answer them upfront. Do we have an infallable product? Not likely but what about us can we sell on value. What do you know would be on your mind. Meet them and deliver the value in a mirroring manner. I am the value, I show the value and I can address most of your concerns or questions upfront.

Again one one persons value is not another’s. Not every individual looks at your values the same. Maybe they don’t need financing, that’s not a value to that person, maybe it’s a distance customer where service doesn’t resonate with them. Think of the value that zeros in on that customer and build on it

Trust is earned, not given. This comes in time. A good start is not just hearing what they have to say, but listening. Be honest and share what you would want to know if you were in their position. Even if your solution isn’t a good fit you build credibility being transparent and efficient with everyone’s time. Why waste their time let alone yours 🤔

One of the ways I build trust is to under promise and over deliver. Everything that needs to be covered must be covered on the front end. Too long didn't read, let me send you an email to go over that covers everything we discussed today so you can go back and go over everything with anyone you want to. My contact details should be easy for you to have access to should you have a question, just hit reply to my email, call, or stop by.

Building trust at your dealership is very important. Not just the new customers but the existing. The more your existing customers trust you the more they spread the word and people will want to deal with you

I agree , the extra mile is what matters I find. Customers will most times notice the extra mile gone when they know what’s entailed. Always be honest upfront and overdeliver

Great point on making a regular contact with your owner base. Important not to have “overkill” or “nuisance” sales calls that can actually harm the relationship. Setting up a strategy at your dealer as to what communication you want to have and what your customers “life cycle” contact process will work best . With turnover at 70% maintaining your owner base needs a specific plan . Sales and fixed ! Have a great day !

Follow up is a no brainer. Your existing customers need to be kept in touch from day one. Doesn’t matter how sophisticated your CRM system is, your customer data base needs to be nurtured from day one.

You can look at your POS and it will tell you what your loyal customers spend at your dealership. Definitely reward them, one of my customers spent 165,000 dollars at my dealership in 2 yrs Hell yeah reward them. But so many dealerships don’t even take the time to look at that.

A loyal customer is someone which is like a high value farming land and to gain the good crops you need to put your efforts . Like wise to retain a loyal customer we need to ensure a personal touch to them which includes celebrating their special moments , prioritise them with their purchases and human touch needs to be there to connect .

Customers will tell you how they want to be sold? Biggest quality is LISTEN! Do not point out features if you don’t know the benefit to that customer in the discovery phase! You want that customer and his family for life! Act like it! Above expectations is a good place to start!