Not too long ago we were allowing (and maybe some are still doing this 😬) customers to hear the $MSRP+, learn about inventory options that were not an exact match and ultimately say, “I’m going to wait this out until prices come down and the vehicle is available.”

Ugh-wha-wha? You need a plan right now! ✅

At this time in 2022, we need to adapt the sales process accordingly. Salespeople will get lazy if they don’t turn this objection around right now before letting them walk. We must have a SnapBack for this customer comment! It cannot be, “yeah, ok, I’ll let you now if something comes in.” BYE!

No, no, no, no ,no….if the salesperson was trained to be a salesperson and not be lazy, they would ask better questions and set up buying options right away upon meet up. The needs assessment is critical and it has to be ignited within moments of chatting! This helps us understand more about customer needs, lifestyle changes since last purchase, necessary features, what led them to be in market, what’s wrong with their current car?….the list goes go on! But, laziness causes short answers. Laziness causes basic customer service in the transaction.

In fact, what happened to salespeople that were hunters?! 🐅

Let’s take this convo to a whole new level!!

You are selling half as many cars, making 3x the money, I get it! But, this is the time to fight for what’s on the table! This is the moment in time where you make your money! Twice as many customers as product?! Lets GOOOOOO! Today’s sales teams need to learn how to hunt! Proactively prospecting will set up your own appointments, allowing you to leverage floor traffic. Stay busy. Stay busy earning an income! Going after the database like service appointments, lease maturity, clients with 3-5 year old vehicles that are like the ones you just got allocated on your inbound list! Let’s call these people! Hunters, it’s time to hunt!

I talk about prospecting and how to be a skilled hunter in my weekly classes! You can attend a free class and decide if its right for you or your team! We have individual and dealership team subscription options. Click here to sign up! I also teach an in-person class that is pure gamification, everyone uses their phones and I give out prize 💰! It’s interactive, fun and the knowledge necessary to be in the top 10% in sales!

I’m talking more in depth on this conversation in my Level Up Now weekly classes and in-store live classes! Find out more by clicking here. Join a free class by registering here.

Article Written by: Jennifer Suzuki