Many Sales Managers across the country have grabbed onto the technique of focusing a walk-in customer’s attention back to the vehicle they are trading in very early in the meet and greet, I am a HUGE fan of this having learned it from my fav trainer Mark Tewart. Most of us see the value in getting to better know the customer and their wants and need by going straight to the thing that can give us the most info about them, their own car! While this is a very common practice for out on the lot, at least it very well SHOULD be(!), it can also be tremendously affective in other avenues of a car deal as well.
Until next time, Sell Something