Archive for the ‘Cars’ Category

Emotional Intelligence Skills For Customer Retention}

Submitted by: Patrick McGuinness

Emotional Intelligence skills are essential for you as a professional if sales are part of your job. Emotional intelligence skills help you understand yourself and attend to your customer’s thoughts and feelings. However, there are a number of techniques and practices that, when combined with powerful emotional intelligence skills, can help you to lead your markets and niches. Understanding these techniques takes time and careful study.

Old School Sales:

Sales trainings in the past used the cookbook approach. A procedure determines what is said and when. The problem is that people are complex. There are an endless number of variables that determine the decisions we make. Knowing how to interact with people more affectively creates a clear advantage for the sales professional.

Having guidelines and procedures provide big picture awareness and prevent you from having to reinvent the wheel. The days of sales tricks, however, are long gone. Today’s consumers are much more aware of psychological sales tricks. In addition, consumers have a natural aversion to gimmicks.

For example, you walk into a store and you notice that the sales person is using a “yes set” and the customer is agreeing with them. The “yes set” is designed to use the customer’s own logic and enthusiasm against them, convincing them to buy.

What you can’t see, while the customer is agreeing on the surface to avoid an uncomfortable or awkward experience is beneath the surface. On the inside, they are aware that some “technique” is being used on them. The customer makes her decision not to buy, precisely at this point. Instead, she feels nervous and mildly resentful. Now she’s thinking about how to politely…. run away from the salesperson.

Today’s Sales Professionals:

Without an attempt to be real, we feel conned. The feelings that result when a customer believes they are being conned doesn’t close a sale. We are more likely to feel resentful or suspicious when a professional is not being real with us.

Many times, what wins a client over is the fact that the sales person admitted to a limitation of the product or service they were selling. You show your clients respect when you are real with them.

One powerful skill that a sales professional has when they are speaking with a prospect is establishing rapport. We are far more likely to buy from someone we feel we can trust, so making a personal connection is important.

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Rolling with a client’s resistance to buy is another crucial skill because it maintains the personal connection. One application might be, admitting the shortcomings of a product or service. The sales person can move the consumer toward an explanation about the benefits and strengths of their product only, if the customer is not psychologically guarding himself or herself from the sales person. Avoid giving a phony line, scripted by management to deny the shortcomings of a product or service.

Imagine buying a foreign car. You ask the sales person, “I’ve heard that parts are more expensive to replace as compared to American cars.” Try this emotional intelligence test. Notice thoughts and feelings that are stirred in you when you hear the following responses.

Response A: “No, that’s not true. Our repairs department charges the same to repair a Saab as they do to fix a Ford or a Chevrolet.”

You think to yourself, “this guy is either stupid or a liar.”

When you start to feel conned, your next thought is, “how can I gracefully… run away.” How does it change when the sales person simply agrees with you?

Response B: “Yes, it’s often more expensive to repair a Saab.”

Now, the issue is diffused. It’s difficult to fight with someone when they agree with you. The sales person high in emotional intelligence will use patients and then ask the customer, “What made you want to look into driving a Saab?” This lets the customer share with you the reasons they are considering a Saab in the first place. “They’re safe cars,” “they’re fun to drive,” “my uncle had one when I was a kid,” “I always thought they were so cool.” Now, you are giving the customer the opportunity to convince him or herself to buy the Saab.

Emotional intelligence skills allow for a more natural approach to sales. Good training procedures are crucial but tricks and gimmicks are old school. Challenge your self with action business coaching or life coaching tips to learn these skills.

Emotional Intelligence skills are essential for you as a professional if sales are part of your job. Emotional intelligence skills help you understand yourself and attend to your customer’s thoughts and feelings.

Old School Sales:

Sales trainings in the past used the cookbook approach. A procedure determines what is said and when. The problem is that people are complex. There are an endless number of variables that determine the decisions we make. Knowing how to interact with people more affectively creates a clear advantage for the sales professional.

Having guidelines and procedures provide big picture awareness and prevent you from having to reinvent the wheel. The days of sales tricks, however, are long gone. Today’s consumers are much more aware of psychological sales tricks. In addition, consumers have a natural aversion to gimmicks.

For example, you walk into a store and you notice that the sales person is using a “yes set” and the customer is agreeing with them. The “yes set” is designed to use the customer’s own logic and enthusiasm against them, convincing them to buy.

What you can’t see, while the customer is agreeing on the surface to avoid an uncomfortable or awkward experience is beneath the surface. On the inside, they are aware that some “technique” is being used on them. The customer makes her decision not to buy, precisely at this point. Instead, she feels nervous and mildly resentful. Now she’s thinking about how to politely…. run away from the salesperson.

Today’s Sales Professionals:

Without an attempt to be real, we feel conned. The feelings that result when a customer believes they are being conned doesn’t close a sale. We are more likely to feel resentful or suspicious when a professional is not being real with us.

Many times, what wins a client over is the fact that the sales person admitted to a limitation of the product or service they were selling. You show your clients respect when you are real with them.

One powerful skill that a sales professional has when they are speaking with a prospect is establishing rapport. We are far more likely to buy from someone we feel we can trust, so making a personal connection is important.

Rolling with a client’s resistance to buy is another crucial skill because it maintains the personal connection. One application might be, admitting the shortcomings of a product or service. The sales person can move the consumer toward an explanation about the benefits and strengths of their product only, if the customer is not psychologically guarding himself or herself from the sales person. Avoid giving a phony line, scripted by management to deny the shortcomings of a product or service.

Imagine buying a foreign car. You ask the sales person, “I’ve heard that parts are more expensive to replace as compared to American cars.” Try this emotional intelligence test. Notice thoughts and feelings that are stirred in you when you hear the following responses.

Response A: “No, that’s not true. Our repairs department charges the same to repair a Saab as they do to fix a Ford or a Chevrolet.”

You think to yourself, “this guy is either stupid or a liar.”

When you start to feel conned, your next thought is, “how can I gracefully… run away.” How does it change when the sales person simply agrees with you?

Response B: “Yes, it’s often more expensive to repair a Saab.”

Now, the issue is diffused. It’s difficult to fight with someone when they agree with you. The sales person high in emotional intelligence will use patients and then ask the customer, “What made you want to look into driving a Saab?” This lets the customer share with you the reasons they are considering a Saab in the first place. “They’re safe cars,” “they’re fun to drive,” “my uncle had one when I was a kid,” “I always thought they were so cool.” Now, you are giving the customer the opportunity to convince him or herself to buy the Saab.

Emotional intelligence skills allow for a more natural approach to sales. Good training procedures are crucial but tricks and gimmicks are old school. Challenge your self with action business coaching or life coaching tips to learn these skills. Today’s sales professionals require emotional intelligence skills to prevent customers and clients from wanting to run away.

About the Author: Click here to learn more about emotional intelligence skills. Visit our website to get a free, comprehensive consultation now:

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Reasons To Consider A Mazda Dealer In Mokena

byAlma Abell

Whether new or used, a car is a large purchase. It requires plenty of planning, research, and thought, which is why many people put it off until they’re in dire need. However, there are ways to make it easier on yourself, primarily through the use of a Mazda dealer in Mokena.

More Choice

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Dealerships primarily have a bigger selection of vehicles from which to choose. Whether you want a new or used one, you’ll get higher-quality vehicles with lower mileage and more warranties and benefits. Likewise, each vehicle will be inspected before it goes on the lot, so you know you’re not getting a lemon.

Protection

Again, no one wants to get a lemon ( a vehicle that has severe problems with it and continually requires more money be put into it). A Mazda dealer in Mokena is more likely to offer service plans and extended warranties to protect your new investment. Some dealers will also discount the price of the vehicle if you purchase service plans and warranties.

Convenient

Everyone wants one-stop shopping for whatever’s on their mind. When you go to a dealership, you get just that. They’ll help you with all the paperwork, licenses, taxes and more, so you’re set once you sign and give your down payment. Likewise, they’ve got financing options on the spot, so you don’t have to find a lender first.

Dependable

Primarily, a salesperson focuses all their attention on the person who walks in the door, believing they are there to buy. They’ll build rapport with you in the beginning, so you feel more comfortable in the location. Likewise, they’ll give the best customer service with quality vehicles and services, so you know they’re dependable.

A Mazda dealer in Mokena can provide you with more variety, protection, and convenience. Visit Hawk Mazda Joliet now and also like us on Facebook to learn more.

 

What To Do When You Need A Heavy Duty Tow In Beaumont

byAlma Abell

If your tractor or trailer has broken down and you need it towed to a repair shop, you will need to contact a company that can do a heavy duty tow in Beaumont. They should be a local company so that they can provide you with speedy and efficient services. By understanding what steps to take when you need a heavy duty tow in Beaumont, you will be able to get the issue handled very easily.

Picking the right company

Not all tow companies are made equally so you will need to understand what to look for. The first thing to do is to choose a company offering a professional service. An independent worker with a tow truck may not have the sufficient equipment to properly take care of your heavy duty tow in Beaumont. Instead of trying to cut costs, choose a dependable service and guarantee the safety of your vehicle. The professional heavy duty tow in Beaumont service providers should understand how to provide you with on time services while getting your vehicle right to your location when you need it to get there.

24 Hour Availability

Another thing your tow truck service should do is offer 24 hour service at all times. You can’t predict when your vehicle is going to break down and if it does, you need to know that you can call the tow truck company at any time of day and you will be able to get on time service no matter where you are located in Beaumont. Once you call for a heavy duty tow in Beaumont, they should arrive onsite immediately to assist your every request and even provide you with transportation to the repair shop as opposed to leaving you on the side of the road. Most companies will let you get a ride with the tow truck driver and then you can go from there to your final destination.

Modern and safe equipment

If you have a large vehicle that has broken down such as an 18 wheeler, you can’t call just any tow truck company. Instead you will need to send for a company that can offer you a heavy duty tow in Beaumont. They should have adequate, modern and safe equipment that can get your vehicle from point A to point B safely and soundly.

For the safest and most reliable heavy duty tow in Beaumont, contact Spanky’s Wrecker by visiting Spankyswrecker.com.