PRODUCT SELECTION IN ECAR SALES PORTAL


There is no doubt, according to authorities and psychologists, that people will shop or look around (possibly discuss with family) for many months, begin their shopping and when the emotional impulse is put into force and their buying senses are activated, THEY WILL BUY! "Shop for a year, buy in an hour, want their purchase in a minute."
CONTROL and OBLIGATE your Buyer by exposing them your inventory. Help kindle the flame of desire and build excitement.
CAUTION: Some salespeople try to sell from a stock card or product brochure. Don't feel guilty of this. When this is done, price will come up long before you can CONTROL the Buyer. Doing this does not stir emotion or activate buying senses. GO TO THE INVENTORY, create desire. Work your in-stock vehicles.
 Never ask, "Can I show you a car?" Just proceed to your in-stock inventory. Walk, visit, look and listen to your Buyer. Let them continue to get relaxed and accustomed to you and your dealership. Use the "4 C's" of selling. Your job is to match what that Buyer wants to the units you have on the grounds.
 After you walk your inventory and determine that you don't have exactly what they want, try to switch to something very close with a statement like: "Other than (color, equipment, etc.), is this car everything you are looking for?" Or try this one, "what you're saying is IF I could make the deal just a bit more attractive for you, you could be happy with this one. Is that right?" I can't begin to tell you how many people say they want a beige car and nothing else will do.
 You look for one and find one and after calling them back, you find they bought a white car. "Selling is switching." You must be assumptive in these situations and work hard to build the value of the unit you have on its own merits. Don't focus on what is not here. Focus on what you can DELIVER NOW. NOTE: Keep selling from stock. Explain the benefits of instant delivery, used car value today and so forth. Stress that an ordered car necessitates re-appraisal of the trade and renegotiation before delivery.


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