F&I and Showroom, November 2020

www fi magazine com 27 ITS WHO YOU KNOW Bobit Business Medias Dealer Group reaches dealers F I professionals agents and P A executives with useful nonpromotional and segment specific news and features We have an audience for your message and a wide range of delivery methods from print ads to custom media including real time lead generation Connect with Bobit and let us connect you with your next customer Contact Group Publisher David Gesualdo david gesualdo@ bobit com FI02 299720 F I and Showroom November 2020 5ACTIVELY LISTEN Were born with two ears and one mouth so we should listen at least twice as much as we speak Rather than being eager to think about how youll respond when someone else is talking just listen Youll be surprised at what you might hear 6 MASTER BODY LANGUAGE Interpreting the physical and subliminal body language of your customers is crucial Successful salespeople understand the importance of studying the behavior of their customers as well as polishing how they present themselves Dont let negative body language scuttle your other preparations 7 ALWAYS BE HELPFUL Sales trainers and managers constantly and exhaustively preach about the ABCs of closing the deal when in reality we should change the C to an H and call it Always Be Helpful Top performers in all fields understand that if you actually help your customer you have a much better chance of closing them 8 PROSPECT PROSPECT PROSPECT This is perhaps the most important tip Effective and consistent prospecting revolves around letting everyone know who you are what you do and where you do it Have you ever heard the expression What if you threw a party and nobody came A great attitude a diligent practice and all the preparation in the world wont matter if you have no customers And no customers mean no closing high Your friends and relatives want you to succeed so let them help you Make a list of anyone that youve ever had contact with past emails Facebook LinkedIn those old Christmas cards you have in a box in the closet If you think it might help dig out your high school yearbook Ill bet somebody on those lists needs a car or maybe knows someone who does Closing deals is both a state of mind and a consequence of well thought out actions The power lies in the salesperson that focuses his laser vision onto the next person entering the showroom and thinks to himself Im selling that customer Because in order to get that days fix you need to not only want to sell but believe you can sell ABOUT THE AUTHOR Larry Feldman has been in the auto industry since 1988 as a sales manager and then dealer principal and GM of Colonial Cadillac Hyundai He is currently president of Career Changers USA Inc a training and recruiting company He can be reached at LarryJFeldman@ yahoo com