In your opinion, what is the most important step in the sales process?
For me, it was always FACT FINDING. I could never sell anything without knowing the customers hot / cold button, wants and needs. Sell the sizzle!
Also, TRIAL CLOSE. After every single test drive. I asked one question. “Is this the vehicle you see yourself taking home “TODAY?” That one question told me everything and if the answer was anything but YES, I circled back to the customers answers I learned from fact finding to figure out why the answer is not a YES.
I started on the line 18 years ago and I’ll never forget the sales process framed on the wall in the sales office at Menlo Mazda. From selling $15,000 Mazda 3’s to $500,000 Rolls Royce Phantoms, my process never changed. I don’t think it is emphasized enough today that the car is sold OUTSIDE.
Though every step is important and not to be skipped, in your opinion,what is the most important step?
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