Everything I learned about selling ... I learned from a Car Salesman

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Education & Training

Today, tomorrow and yesterday - everyday is a day filled with learning opportunities and if I keep my eyes open, I may just happen to recognize them. If I'm smart, I implement them. So, when I went to buy a new car, it dawned on me that I could learn alot from this entire experience. "So, what did I learn?" you ask. Thanks for asking, I'm glad to share with you.

1) Don't be afraid to introduce yourself to prospects (and everyone is a perspective client). Our salesman met us at our car, hand out and offered her name. "Hi, I'm Donna"  Even had a name tag on in case I forgot.

2) Next - qualifying your client needn't be difficult.  "Here to buy a car?"

3) Find out what their needs are. "Big trunk? Four doors? Hemi?"

4) Next - qualify them again. "Will this meet your needs?"

5) Get a preliminary commitment. "If I can get the price within your budget, do we have a deal?"

6) Work extra hard to make it happen.  "I need to run the numbers past my manager, but don't worry, I'm sure we can do this for you." 

7) Reassure the client that you're the right one for the job.  "Our motto is COMPLETE SATISFACTION"

8) Deliver on your word.  "Looks like you've got a new car."

9) Exceed their expectations. "We'll fill the tank, get you an extra set of keys and buff the car for you and then you'll be ready to go!"

10) Express appreciations for their business. We received a hand written note within 2 days and a phone call one week later.

Yes, we were fortunate and had a very positive car buying experience. But ... it makes me wonder if my clients feel the same?  Do yours?

 

Calie Waterhouse and the professional staging team of Arizona's Preferred Home Stagers stage homes from Phoenix to Casa Grande.  Offering vacant and lived-in home staging services.  

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Rainer
22,184
Dan Dowling
Dan Dowling - United Mortgage Capital Corp. - Altamonte Springs, FL
You make a great point that sales lessons can be learned anywhere. While others would shun the idea of learning anything from the auto industry, you've embraced it.
Jun 11, 2007 10:30 AM #1
Rainer
56,396
Calie Waterhouse
Chandler, AZ
Community Builder

To my surprise, Dan - we actually had a very positive experience, which is probably why I learned so much from it.  Thanks!

Jun 11, 2007 10:44 AM #2
Rainer
62,624
Nick M.
Certified Residential Appraiser- West Palm Beach Real Estate - West Palm Beach, FL
Realtor-Appraiser in West Palm-South Florida Real Estate Appraiser

 Fantastic post. Love the analogy! plain and simple, the way it should be.

good stuff Calie !!

Jun 11, 2007 10:50 AM #3
Rainer
56,396
Calie Waterhouse
Chandler, AZ
Community Builder

Thanks, Nick.  Now - only if all sales transactions were as easy!

Jun 11, 2007 10:54 AM #4
Rainer
33,727
Jack Haydon
Charles Rutenberg Realty - Clearwater Beach, FL
Clearwater Beach Condos - Real Estate Homes for Sale

Calie,

Great analogy. I loved reading about your positive car buying experience and thinking about how we make selling real estate hard.

Jack

Jun 11, 2007 10:57 AM #5
Rainer
56,396
Calie Waterhouse
Chandler, AZ
Community Builder

F.Y.I. - Nick M. wrote another blog about Everything I ever learned about Real Estate, I learned from Surfing. (which by the way, I LOVE TO SURF!).... be sure to check his out, too.... it's really good!

Jun 11, 2007 11:12 AM #6
Rainer
22,263
Venice Harris
EXP Realty - Conyers, GA
Real Estate Agent - Conyers, GA

Calie, I guess a sale is a sale is a sale.  :)  Selling techniques don't vary very much.  This was very nicely laid out.  I do have one question...

What would you do for the "exceed their expectations" part?

Jun 11, 2007 01:53 PM #7
Rainer
56,396
Calie Waterhouse
Chandler, AZ
Community Builder
Hi Venice -  (great name!) - For our clients, I like to do things that will help them sell their house.  Whether it's providing quality photos, printing the r/e flyers (for inside the house)  or giving them a few cd's to help market their home - I always try to give them something.  The big hit so far?  CD's of the before/after photos of their own property.  The home seller shows it off to friends and family (like a proud parent) and the Realtor likes to show them to his/her perspective clients, too.  So far, it's been a win/win/win.   What do you think?
Jun 11, 2007 02:15 PM #8
Rainer
77,324
Yvonne Root
rooms b.y. root - Prescott, AZ
Home Stager - Northern Arizona
Calie, I love your analogy. I too had a great experience with buying a car. The things we learn. Your ideas are good also for what to give the client. I've struggled with that question a few times. We certainly don't want to give our clients anything which adds to the clutter or must be stored or moved.
Jun 11, 2007 05:00 PM #9
Rainmaker
268,274
Lori Kim Polk
Premiere Home Staging : Home Staging Services - Roseville, CA
Home Stager - Roseville, Sacramento

Calie, this is great! Love the analogy and he must have been a luxury car salesman... as it doesn't sound like he pounced on you when you drove onto the lot :)

That is my same tag line "We Exceed Your Expectations!"  and we do.

Jun 11, 2007 05:22 PM #10
Rainer
62,624
Nick M.
Certified Residential Appraiser- West Palm Beach Real Estate - West Palm Beach, FL
Realtor-Appraiser in West Palm-South Florida Real Estate Appraiser
Hi Calie.. thanks for the plug!.. so the AZ girl loves to surf!! who woulda thunk it!! :)) 
Jun 12, 2007 01:17 AM #11
Ambassador
1,367,318
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
Calie, a car buying experience especially from a dealership sends chills to my body... But you are absolutely right on.... I also chuckled when I read your blogs. Heard those terms too many times. Do they all go to the same car sales school? LOL.
Jun 12, 2007 10:10 AM #12
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