Logic makes you think. Emotions make you act. You’ve read that here on many occasions. Now, let me give you another way of creating emotions so that you can create win-win relationships with your customers. Retailing is a sensory experience. The sights, sounds, smells, textures and yes, even tastes found in a motorcycle dealership can
Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star. Now, here are four more tips to improve your customer response rates. 1. Public commitment One of the most powerful persuasion principles is that of public commitment.
Successful salespeople have great hygiene. I don't mean they shower after the gym and smell nice; I mean they have things in their personal processes that turn into habits that contribute to their success. Here is of those habits: Never leave an exchange with a prospective buyer without a date, a time and a next step.
How do you engage customers in intriguing ways? It seems as if everyone is trying to do the social media blitz, the ad campaign or the big event. The result, I’m told, is that dealers are spending between $500 and $1,000 in marketing dollars per new motorcycle sold. Even if that number is off by
Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten
Hearing “yes” in any type of situation — with colleagues and customers — is largely about appealing to the other person’s enlightened self-interest. One of my favorite ways to effectively do that is through the use of language, specifically a figure of speech called “chiasmus" [kahy-az-muhs]. A chiasmus is a verbal pattern in which the second
More than 400 words exist in the English language to describe “emotion.” In fact, neurologists have even identified distinctions between emotions (the automatic brain response) and feelings (the subjective way we interpret those emotions). Depending on how thinly you’d like to slice the topic, you could literally list dozens of human emotions — from acceptance,
Peer pressure is among the strongest of all propulsions in the workplace (and elsewhere). It can affect your relationships with colleagues and customers, as well as your sales performance. How can you positively influence David and Debbie at the dealership? Here are five ideas: 1. Cultivate favors by doing favors. You can make people “offers
In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes:
If you want to be hired for a sales professional position, you’d like the person in charge of hiring to have interest and hope in you and your abilities. That's obvious, right? Positivity breeds positivity in plenty of business situations. But there also may be times when you need to provoke a negative emotion. For