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The Importance Of A Pre-Planned Sales Process
Unless you know exactly what you're doing every single time, the customer is in control. You can't close what you can't control. So having a set plan of action. For more info, visit http://www.thedealerresourcegroup.webs.com.
Comment
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Comment by John Fuhrman on September 17, 2011 at 8:36am -
Thanks George. Great point about taking shortcuts. They can become a dangerous habit.
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Comment by George Toth on September 16, 2011 at 4:31pm
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Every good sales person has a step by step plan. I had one that was so ingrained that when her father, a GM employee, came to our dealership (now is he not going to buy a GM product from his daughter? Right.) he had to go through all the steps, even the demo ride. Her comment to me was if I short cut once, then it will happen over and over and then I will not be selling any cars. I have heard it described more as a path than a road, sort jogs this way and that way but you still get to the same destination.
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