How to make selling personal

“How’re you Paul?” began Malcolm, one of the best car salespersons I’ve come across. “And Claire – Is she well too?” What a memory he has, but it wasn’t his memory, just his CRM reminding him of my wife’s name. You see I’d booked my Mitsubishi in for its service, Malcolm had a quick glance down the cars in that day and saw mine since he personally sold it to me a couple of years’ ago. He clicked on the number plate and up came my details including Claire’s name.…

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Modern selling

We’re proudly right bang in the middle of the second decade of the 21st Century, doesn’t that sound so modern. And the modern customer deserves a contemporary selling approach. Here’s how: Latch onto their buying process, where they are in the process, what they’ve done before. Align yourself to them; don’t squeeze them onto your sales process. In fact ditch your sales process, it’s so last century. How do they want to move forward, ask questions to gauge them, what do they need to make a decision. Influence them subtly,…

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