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What defines Value Selling ?

By Duane Lephart on Jul 29, 2013

I have spent many years in the Automotive Industry as a Sales and Finance Manager and Brand Specialist, and have heard the term Value Selling used so commonly within our Industry. But can you truly define just what Value Selling means? Is it the gentle art of teaching our new Sales Consultant's the old outdated method of fact finding and gathering information in the traditional Four Square Method? Or should we empower our Consultant's with a Team Concept approach to ensure that we make definite and certain, just what VALUE means to our customer's.

The Automotive Industry is a never ending fast paced Industry, that demand's we provide our customer's with the correct information, in a manner that does not insult the intelligence of our well educated market. Our customer's need to be treated with that same respect, by giving them the best VALUE not only in product, but showing them that we sincerely care about there making the proper decision with regard to proper brand and model selection that truly fit's there need's. Anyone can sell a vehicle with proper knowledge and training, but not everyone can build the proper VALUE that your acting within your customer's best interest's. 

Today's customer's see VALUE in dealing with your dealership and staff, who sincerely VALUE what is right for them, not what you dictate. The Industry demands that we must develop a team approach that actually works the floor together, not pass and play techniques that are old school to our customer's. And when we build VALUE in our product, VALUE in our professionalism to do what is in the customer's best interest's, our customer's see the VALUE in making there purchasing decision with you.







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