Don't Get Rattled When You Are Questioned

2010-05-20T23:05:00.000-04:00

The other day I was at a car dealer looking to purchase a car. After a while of negotiating, I agreed to the terms with the sales person and we completed the paperwork. Due to my travel schedule I was forced to delay the pick up of the vehicle until this coming weekend.

As part of the deal, I agreed to trade in my current vehicle. While I was away traveling, I was thinking about not trading in the car and just selling it on my own. I decided to call my mechanic for advice because i remembered that he happens to deal in the wholesale market of buying and selling cars.

As my trusted advisor when it comes to cars, he offered to take a look at the paperwork I signed with the dealer for the new car and the trade in. What happened next blew me away.

When I called the car sales person to ask him to please fax over the papers to me, he became extremely defensive and started asking me why I needed it. However the way he asked was almost antagonistic. As the conversation continued, he proceeded to try to tell me that he did not have access to the paperwork because it was with the office managers who was not in at the time.

I proceeded to explain to the sales person that I was not changing my mind on the purchase, I just was rethinking my options on the trade in. Only then did the sales person seem to calm down and become more cooperative in finding me the paperwork.

I was truly astounded by his behavior and it got me thinking.

How often do we behave in a similar manner when a customers questions us after we make a sale?

Let's face it, we all have had situations when a customer has spoken with someone else after they made a buying decision and they call us with questions. Is it possible that we sometime react defensively because we think we may be losing the sale?

Always make sure you understand a customer or prospects reason for asking questions. Don't be afraid to ask them the reason they are asking the question this way you know exactly what you are dealing with and you can react appropriately.

Have a great selling day.

Ron

The Critical Importance of Follow Up

2010-05-19T23:57:00.000-04:00

As a sales professional, follow up is more important to your success than ever before. In virtually every industry, the decision making process to purchase a product or service is increasing.

The reason is simple, people and business owners are afraid to spend money. Although the government has stated the recession has been over since some point in 2009, the reality is that many people are scared to spend money and are taking two, three even four times as long to make buying decisions.

As a sales professional, use follow up to your competitive advantage. Remember, most sales people hate to do follow up. If you are the one doing the follow up, then you are giving yourself a significant competitive advantage.

Oh yeah...if you are following up, even if your prospect is not ready to purchase, you still can cultivate referrals because you are building relationships.

Have a tremendous selling day! - Ron

The Sales Warrior

Don't Get Rattled When You Are Questioned

The Critical Importance of Follow Up