Hey thanks for all your help because of you we went from 90 cars per month on the Internet to 147 last month and this month were rocking baby.

Ricky Lopez
Internet Director
Greenwaydodge

Comment by shane maness on August 27, 2009 at 3:25pm
Delete Comment Charlie, I spent 18 years on the sales floor and I can tell you for a fact the ten step process has not changed. One thing that has changed is the sales staffs ability to know the type of personality and charactor in front of them ( which changes with each customer ) Customers are not like sheep which will go any way you push them but people with whom you must adjust each time to fit the process to them and still achieve the 10 steps . Which step could you aford to skip... greeting ? needs assessment ? Helping to find the right vehicle ? any step you skip catches you in the end. It's true we deal with a more informed client now but that should make it easier not harder. Ask yourself this question each time you greet a client ( is this a friend or a deal ) When we as salespeople learn to handle clients like we would our best friend, we will sell more clients and sell them more often. When you buy products you want someone who is ---knowledgeable, fair and treats you like a friend... so does everyone else. It doesn't matter the product you sell .. the process and the terms to make a deal are always the same. Try buying a t.v. / washer-dryer/ house... you name it without going through the steps of the sale. You may have to adjust to whomever is in front of you but don't short cut the process..it will always cost you. lsm

Grant,

Just wanted to say "Thank You" and tell that you have been a personal inspiration to me over the years.

I can still remember the 1st time I spent several hours in a room with you in Grand Rapids...It began with me believing that you had never closed a deal in the real world...it ended with you rewiring my perception of the buyer,their needs and expectations. Although I had already found success as a salesperson and mgr, I left that day on a new path and armed with a different attitude,perspective, new tools,word tracks and presentation formulas.

The next morning I rolled out of bed and my first thought was, "Remember why you are here and what you are capable of!"
(Actually, that was my 2nd thought, my first is always"How in the world did I convince this incredible,beautiful woman to marry me!")

In any event, I have been rolling ever since....

Thanks for all you do.....Keep Rockin!!!!!