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Chris K Leslie

Chris K Leslie Marketing

Exclusive Blog Posts

4 Sales Lessons from Real Car Shoppers

4 Sales Lessons from Real Car Shoppers

I’ve worked with auto dealerships across the country and 99% of the time, when I ask what their primary goal is, the answer is increasing car sales. …

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

  Car shoppers have a lot of questions and dealerships need to be available to answer them quickly, concisely and at scale to maximize sales. 8…

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

Used or Certified? More often than not that seems to be the choice car buyers are making during this unsteady sales year. Consider: Edmunds expects new veh…

How Servicing Fleets Should Be Different

How Servicing Fleets Should Be Different

A large local construction company truck pulls into the service drive. The lone occupant hops out of the driver’s seat, already scrolling through…

Are You Ready For Monday? DSES Best Idea Contest, 2019!

Are You Ready For Monday? DSES Best Idea Contest, 2019!

One of my favorite events at the Driving Sales Executive Summit is the Best Idea Contest. Each year participants enter their respective ideas. For those wh…

Being Driven, Not Desperate

 

Finding yourself in a desperate situation is pretty much a guaranteed experience in the world of sales. What really matters is the way you behave in a desperate situation.


Allowing your customers to feel the desperation in the air only gives them a valid reason to doubt you and what you are selling and will most likely start reaching out to your competitors.

 

Desperation creates an atmosphere that suffocates prospects. In contrast, drive infuses the air with positive energy that builds trust and confidence.


Manage your time well.
Desperate situations primarily arise from gross misappropriation of time. Managed floor plans help you Stay productive by letting you know when you’re on deck and when you’re not.


Prioritize the customer.
It’s not about you, it’s about customers. And it’s not about your problems but theirs. When you prioritize customer success, you ensure they get the experience they deserve, regardless of the speed at which they arrive at a decision. Don’t rush people.


Don’t wait until your pipeline is half empty.
Half-empty pipelines can cause real panic. Make sure you and your team keep your pipeline healthy and flowing. Reach out to past customers, run Facebook ads etc. there is always something you can do to increase your pipeline.


Fine-tune your lead qualification.
Avoid wasting time on poorly vetted prospects. Reduce the likelihood of engaging low- quality leads. This is why investing in tools like Conversica can be very helpful.


Do your prospecting research.
Conduct relevant research on customers you plan to engage. Make a strong case for your product instead of dangling huge discounts to trick prospects into buying. Solve their needs first.
 

At the end of the day, have some dignity.

 

Customers always deserve excellent service but that shouldn’t push you into begging, issuing false ultimatums and so on. 

Excellent service means you master your craft, perfect your pitch, and channel your drive to genuinely help customers and make them realize the value of what you are offering.


    

Amanda Gordon

Good stuff Chris. As with anything the best way to head this off is stay prepared.

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