A salesperson tells customers, “This incentive is scheduled to end this month” - one customer buys, while another client dismisses it by saying, "The incentives will probably get better next month" and leaves without buying. Or, a salesperson introduces a customer to a manager, and it helps close the deal, but a different customer gets irritated when a manager gets involved.
Why would the same approach influence one client, but alienate another? How many sales do dealerships lose each month because the processes or the word tracks they use annoy customers instead of positively influencing them?
Join this presentation to recognize and understand the patterns and principles of psychology that cause a client to buy or not buy. The speakers will combine engaging teaching and practical examples of how dealerships and sales teams can learn and use these principles online, on the phone or on the lot.
By identifying and utilizing these motivators, you can become more effective in communicating, building value, and closing the sale.
Primary Learning Objectives:
- Discover eight psychological principles that motivate customers to do business with you.
- Minimize negative customer experiences and create raving fan advocates through more customer-centric language.
- Increase sales online, on the lot and on the phone, by integrating psychology-based principles into your current processes.