Today I want to share a technique that old and new sales people can use that will increase there sales almost over night. Did you know that most car owners get the itch to buy a car about every three years and the average homeowner gets the inch about five years into their current situation.
Really every market is different however they all do have that itch. You as a top performing sales person needs to find out what that is. There is no better way to do this than following this simple script: (borrowed from Tom Hopkins)
Scott: Good morning Mr Hanson, Im with Schulte Ford. You have owned one of our Focus' for about 18 months now and I wanted to call and make sure you were happy with the purchase.
Mr Hanson: That Focus is the best car that my family has ever had.
Scott: (Warmly) I am glad to hear that. Im in the process of doing a market survey to establish projections for the up coming year. Would you be kind enough to answer a few questions?
Mr Hanson: I wouldnt mind go ahead.
Scott: Prior to purchasing your Focus did you have another car?
Mr Hanson: I sure did I had a Ford Explorer.
Scott: Oh really? How long having you been buying Ford vehicles?
Mr Hanson: Well Scott ever since I moved into the area about 15 years ago.
Scott: How many cars have you had in the last 15 years?
Mr Hanson: Well, Scott I would have to say about 5. I guess, counting the Focus I have right now.
Scott: About 5 Cars. I also wanted to ask are you familiar with Fords new line of Focus'?
Mr Hanson: They already brought out a new style? What is wrong with the Focus I have? It already has everything I could ever want.
Scott: That is what we thought until we saw the 2011 Focus. Its the work of the same design team and they are not the kind of people who just sit on their laurels
Mr Hanson: You mean they have changed it a little bit? What kind of stuff have they added?
Scott: Its ture that theres a wider choice of style features now but the important changes arent so obvious. They are in things like engine performance and fuel economy. In fact, They've made a number of technical advances that only some like you can fully appreciate. They're are several new options that were not available with your car. Would you mind if I sent you a brochure?
Mr Hanson: No I wouldnt mind at all. Id like to see the new model.
Scott: Great. Lets see. You are still on Greenbay Ave?
Mr Hanson: Thats right at 12118.
Scott: I am going by there this afternoon. Would you mind, while Im in the neighborhood if I stop by with the brochure and just take a minute to say hello?
Mr Hanson: Thats okay, but it will have to be fast I am getting ready for a trip But I would like to see your brochure on the new model
Scott: Wonderful, Im looking forward to meeting with you, Mr Hanson. And thanks for all the help on the survey.
With this script not only are you finding the itch period you may also be finding people who are ready to buy right now. Do not pass up these opportunities when they present themselves.
You may also find people who have bought and say that they do not see themselves buying anytime soon. That is fine just put them in a seperate pile and on to the next call.
Not only will you be getting sales but you will also be gathering leads for sales in the future.
No comments:
Post a Comment