Professional Distributor - 25
Lightfieldstudiosprod/Dreamstime
possibly controversial topics you are
"just making small talk" or building
rapport with customers, consider this:
There are a million things to talk about
on a sales call, so how can bringing up a
touchy subject help in any way?
CONVERSATION THAT
LEADS TO SALES
Like it or not, the words we use can make
or break almost any sale, even if the product you're selling fits the user's needs. Let
the following topics and phrases guide
your conversation, instead.
When discussing a major purchase,
using ownership words like "yours"
can really help. It produces a feeling
of ownership to the prospect. Combine
this with effective, open-ended questions that allow the customer to fill in
the blanks, giving you both plenty to
talk about.
* "What color do you want your new
storage system to be? Red, Green,
Blue, or Black?" "Where will you
store your new test gizmo?"
* "This new tool will help you
remove and connect hose clamps
much quicker. The improvement in
speed will pay for your new tool in
one or two fast jobs, won't it?"
A lot of us spend considerable time
and mental energy comparing different products on the market. When it
comes time to buy, many people like to
feel they are part of a group, and find
comfort in knowing others have made
the same decision. You can help bolster that confidence with the following
words and phrases:
* "The techs over at XYZ Chevrolet all use this tool to successfully
repair (fill in the blank)."
* All technicians like the words
"quickly," "fast," and "easily" when
considering a new product.
* "With this new tool you'll be able to
quickly remove the broken starter
in about half the time."
* "This new wiring tool is so
fast that you'll be able to cut,
strip, and crimp wires quickly
and efficiently."
* "Previously removing manifold stud
bolts has been a difficult and slow
process. This new tool does that
difficult job easily, and without the
usual problems."
One final phrase to consider dropping from your sales presentations is "I
think". If I'm going to buy something
from you, especially something expensive, I don't want to hear the words "I
think." I want you to know the answer
and not think you know.
As mobile tool dealers, our customers count on us to provide them with
the products they need and the service
to go with. They rely on the knowledge
we've gleaned from visiting other shops
and selling those same products along
the way.
Small talk is no small matter. You
can influence the way clients see you
with your word selection and attitude.
To sell like a pro, sound like a pro. Your
business depends on it.
Now go sell something.
Professional Distributor I September 2020 I VehicleServicePros.com 25
http://www.VehicleServicePros.com
Professional Distributor
Table of Contents for the Digital Edition of Professional Distributor
Editor's Note: Taking the pulse on electric vehicle service
Diagnosing the Need for Scan Tools
Sneak Peek
Show Me Your Truck
Most Wanted
Go Sell Something: Words that sell and those that don't
In Focus Products
Diagnostic Tech: Hybrid and electric vehicles are the future of all progressive shops
Driving Sales: Tire and Wheel, TPMS
Tales From the Road: This father-and-son team work in tandem to bring Florida customers a one-two punch of mobile and retail tool experiences
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: Taking the pulse on electric vehicle service
Professional Distributor - 5
Professional Distributor - Diagnosing the Need for Scan Tools
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - Sneak Peek
Professional Distributor - 13
Professional Distributor - 14
Professional Distributor - 15
Professional Distributor - 16
Professional Distributor - 17
Professional Distributor - 18
Professional Distributor - 19
Professional Distributor - Show Me Your Truck
Professional Distributor - 21
Professional Distributor - Most Wanted
Professional Distributor - 23
Professional Distributor - Go Sell Something: Words that sell and those that don't
Professional Distributor - 25
Professional Distributor - In Focus Products
Professional Distributor - 27
Professional Distributor - 28
Professional Distributor - 29
Professional Distributor - Diagnostic Tech: Hybrid and electric vehicles are the future of all progressive shops
Professional Distributor - 31
Professional Distributor - 32
Professional Distributor - 33
Professional Distributor - Driving Sales: Tire and Wheel, TPMS
Professional Distributor - 35
Professional Distributor - 36
Professional Distributor - 37
Professional Distributor - Tales From the Road: This father-and-son team work in tandem to bring Florida customers a one-two punch of mobile and retail tool experiences
Professional Distributor - 39
Professional Distributor - 40
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