Like it when customers get in your face? Of course not. Then why do some salespeople crowd customers during the greeting? It happens, but Paul says it doesn’t have to happen. He explains one solution to solve it.
Welcome to Tip of the Day. This is Paul Cummings on behalf of the CBT Auto Network. Listen, I wanna ask you a question. Have you ever seen a salesperson that crowds the customer? I watch this all the time as I travel all over the world and teach and train dealerships. We do our greeting straight on, and we get right in our customer’s space. Here’s what happens. They immediately become defensive.
Now, I want you to think about this today when you go out to sell a car. When you shake the hand, all I want you to do is turn and create a V posture. That way, you can speak with your customer without crowding them. You can direct your customer without losing eye contact with them. I know it’s simple, but let me tell you what I do know.
It’s not the things that we don’t know that kill us in sales. It’s what we do know and fail to execute. Don’t crowd your customer. Don’t make ’em uncomfortable. Get in V posture. That allows you to speak freely, openly, with great non-verbal body communication and direct your customer into a positive experience. Stay in a V posture today.