Yesterday I fed off of these training topics and taught on Pleading Your Case to the customer. Much like how an attorney gathers the facts and is able to build a story to convince a jury or a judge we, in the sales industry, must be able to do the same. We start off by greeting the client/customer and then gathering facts by asking questions and finding out what the customer's true needs are and not necessarily their wants. It's fine to listen to all of their wants and desires but sometimes they aren't necessarily things they MUST have and it's our job to find out what they need instead of all they want. Simply put, if a customer comes in and says " I want so and so fully loaded" doesn't always mean they want the top of the line. They may just mean they want alloys and leather which may be on a lesser priced vehicle. It does no good to try and build value in something a customer doesn't need unless, of coarse, it's the only one you have and then you need to exceed the value. This is just an example of coarse and I'm just using it to show you what I mean.
My whole point is that in order to build value and sell a car you must be able to Plead Your Case about whatever vehicle you are showing and in order to do that effectively you must ask the right questions and gather the correct facts. If you don't gather the right facts then you may be wasting your time and therefore you may be Pleading Your Case on the wrong item. If you are able to put them on the right item and then Plead Your Case effectively it will eventually end in a deal and therefore it will build your Reputation and Respect because, sometimes, those are more important than the monetary Reward/Result.
Thanks for reading!
Fist Pump Guy out!
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