What if Paul Cummings told you that there are 7 words that will increase your gross profit by 20 percent: Can you see some value in that? Well, there is and he’s here to tell you more about it for today’s Tip of The Day.
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Welcome to Tip of the Day. This is Paul Cummings on behalf of the CBT Auto Network. Listen, I was really fortunate; 20 years old, I went to a seminar and a guy said, “I’m going to give you seven words.
I want you to think about this. Seven words that will increase your gross profit 20% if you use these seven words five times with every customer.” Now, I don’t know about you, but if I can get a 20% increase on my gross profit, some of that’s going in my pocket, so I had these ears wide open.
I want you to take your thumb and your forefinger, put it in the air, it will not hurt you. Here are the seven magic words. “Can you see some value in that?” Can you see some value in that? We get stuck in feature benefit presentations and we forget that value confirmed is value paid for.
“Bill, Mary, I noticed that you love the interior of the car. Wouldn’t you agree the leather seats really do wrap you up in comfort?” “Yes.” “They do, don’t they?” “Yes.” “As a matter of fact, aren’t you excited about how this will enhance your overall driving experience?” “Yes.” “You are, aren’t you?” “Yes.” That’s four. “Can you see some value in that?” That’s five yeses off one customer response. Value confirmed is value paid for.
Have yourself a level 10 day.