You have the vehicle.
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You have the vehicle. There exists in your inventory something that will meet the customer's wants, needs, desires, and budget. Believe it, and just keep searching for it until the customer either discovers it, or leaves.
Reflection and Discussion
Have you ever seen someone make a decision for or against a particular vehicle based on something seemingly very small? What was it?
What percentage of customers would you estimate actually couldn't find a vehicle in your inventory that would work for them? What sorts of features would someone want or need that you don't have? Write a list.
Now look at your list; are the things on your list subjective, or objective?
Do you think it's possible that sometimes we allow a subjective preference (based on opinion, interpretation, or assumption) to limit the options we might have for a customer?
How could you figure out the specific opinion, interpretation, or assumption, that would cause a customer to say they had to have a particular thing?
Do you think it's fair to ask?
Reflection and Discussion
Have you ever seen someone make a decision for or against a particular vehicle based on something seemingly very small? What was it?
What percentage of customers would you estimate actually couldn't find a vehicle in your inventory that would work for them? What sorts of features would someone want or need that you don't have? Write a list.
Now look at your list; are the things on your list subjective, or objective?
Do you think it's possible that sometimes we allow a subjective preference (based on opinion, interpretation, or assumption) to limit the options we might have for a customer?
How could you figure out the specific opinion, interpretation, or assumption, that would cause a customer to say they had to have a particular thing?
Do you think it's fair to ask?