As dealership salespeople, you ask on average three times. Paul Cummings says that’s too little. So instead, he has a small rhyme to remember.
Bringing you a tip today that I want you to think about throughout your day. You know, when people are buying products that are $10,000 up, 80% of all transactions occur on the 5th request to buy. You know what the sad news is, in the auto industry, we ask on average three times. That’s why somebody will leave your dealership when you’ve done a really great job, they’ll go right down the street and the first person that asks ’em to buy at that dealership, sells your customer.
You know why? You stopped short. So, I’m gonna give you something to put between your left ear and your right ear today. Five no’s before they go. Five no’s before they go. If you build a service based sales approach, you’ve earned the right to ask the customer to buy five times. If you believe in the product, you believe in your service, you believe you are the person they should buy from, why would you let them leave after the second or third no. You’re leaving money all over the ground when you do that. Five no’s before they go.