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CUSTOMER:
"We're in no hurry."
"We don't need to anything right now."
"This is a first stop."
"We're just starting the process."
"We're just here to do a little research."
"We're definitely not making a decision today."
MANAGER:
"You need to create some urgency."
That's what they told me as a young salesman. Yeah but HOW.
Timing is essential to closing the deal. The customer could have all the reasons in the world to say yes to everything else, but if they don't have a good reason to do it NOW, they won't!
Some of us don't want to push. We don't want to be called the "pushy car salesperson," and become the things that everyone hates. But let me ask you this, what if you could create some urgency, put the pressure on, push for a decision today, and it didn't FEEL like pressure to the customer??
That's what I'm going to show you how to do right now.
Create Urgency:
Anytime the customer asks you question like "do you have any in (a color)," respond with something like, "well, if we're lucky, that's the most popular color!"
Brainstorm a few other examples of how to do this.
When they present any of the "there's no pressure" stalls, immediately take the pressure off, then continue to move forward. "You're not making a decision today? GREAT. That really takes the pressure off of me! Why don't we head back to my office and let's get started. Follow me!"
(more coming soon)
"We're in no hurry."
"We don't need to anything right now."
"This is a first stop."
"We're just starting the process."
"We're just here to do a little research."
"We're definitely not making a decision today."
MANAGER:
"You need to create some urgency."
That's what they told me as a young salesman. Yeah but HOW.
Timing is essential to closing the deal. The customer could have all the reasons in the world to say yes to everything else, but if they don't have a good reason to do it NOW, they won't!
Some of us don't want to push. We don't want to be called the "pushy car salesperson," and become the things that everyone hates. But let me ask you this, what if you could create some urgency, put the pressure on, push for a decision today, and it didn't FEEL like pressure to the customer??
That's what I'm going to show you how to do right now.
Create Urgency:
Anytime the customer asks you question like "do you have any in (a color)," respond with something like, "well, if we're lucky, that's the most popular color!"
Brainstorm a few other examples of how to do this.
When they present any of the "there's no pressure" stalls, immediately take the pressure off, then continue to move forward. "You're not making a decision today? GREAT. That really takes the pressure off of me! Why don't we head back to my office and let's get started. Follow me!"
(more coming soon)