Thanks for such great feedback on the past two Legendary Sales Tips videos.
This is the last in a 3 part blog of sales tips videos which tells you how to move your prospects from saying, they wish to buy a car to, they will buy a car.

When visiting a dealership customers use certain ‘leverage’ words, which will tell you how serious they are about buying.

Have you ever wondered why you think a customer is more serious than another?
You may be taking one customer more seriously than another due to the words they use.
If one says “I’d like to have…” and the other “I must have…” which one do you think is more serious about buying?

Most customers use words such as like, prefer, want, need, must, and will…
Which words would you consider to be the more serious?
By only changing a couple of words it can mean the difference between “wish to buy a car” to “will buy a car”.

Thinking back to the ‘What did you say’ video tip, where it encourages you to listen to the first 100 words a customer says and how important it is for you as a salesperson to engage why, what and how the customer is going to purchase.
Listen to the first 100 words and listen out for the leverage words.
You must sell to the ‘wills’, ‘needs’ and ‘musts’, and you can be flexible with the ‘wishes’, ‘likes’ and the preferences.

The tip is to listen to those leverage words and determine how serious your prospect is about buying.

Have you tried our sales training tips?

Let us know how you got on and if they worked for you!

Felicity