Kelly Kleinman

Company: Dealership News

Kelly Kleinman

Dealership News

Jul 7, 2018

Close A lot More Sales, By Applying These Simple Concepts, Not Technologies

This article was inspired by Amanda Gordon who responded to a very recent article on this site by suggesting that no matter what, it always comes down to human interaction at some point during a sales transaction, regardless of the circuitous route taken to consummate that sale.  Thank you for the inspiration Amanda.

Now, I wrote a piece a while back suggesting that we can have all of the automated systems we want in order to facilitate salesmen-free car deals, but at some point we need to interact with a real person. We are a social species by nature! We do best face to face and always will,  although technologists are trying to change our core behavioral proclivity with their addictive technological heroin called a "mobile device."

Do you want to make more sales, have more return customers, have more referral business, and improve the performance of your service department?  Here are a 8 novel concepts first published 81 years ago by the one and only Dale Carnegie that are guaranteed to "boost sales." Excuse his dependence on male references, he lived in a day when a man was a man, and ...forget it (LOL).

  1. Do not criticize. “Criticism is futile because it puts a man on the defensive, and usually makes him strive to justify himself. Criticism is dangerous, because it wounds a man’s precious pride, hurts his sense of importance, and arouses his resentment.” (Do not even criticize a competitor in the company of a prospective customer!)
  2. Give honest, sincere appreciation. “Dr. Dewey says the deepest urge in human nature is ‘the desire to be important."  Find something in everyone to sincerely appreciate, we all have value!
  3. Get the other person’s point of view and see things from his (or her ) angle. The thing here is to give to your interlocutor what he (or she) wants, and not what you, you want or want to sell.
  4. Become genuinely interested in other people. “Encourage others to talk about themselves."  Folks are generally more interested in themselves than anyone else these days...you don't have to be.
  5. Smile. A smile is human sunshine (I made that up just now).
  6. Remember names. “Remember that a man’s name (or a woman's) is to him the sweetest and most important sound in the English language. 
  7. Be a good listener. God gave us two ears and one mouth, listen attentively and learn about what the customer needs to best serve them.
  8. Make the other person feel important. “And do it sincerely”

Seems like some of these concepts overlap a tad, but for the most part, when the best practices of Dale Carnegie's book are followed, really good things happen.  Human behavior hasn't changed since the beginning of our time on earth, and all of the technology in the world cannot change our need to inter-relate with one and other. We are a social species. The bottom line here is pretty obvious; get good at interacting with real people by better understanding their basic nature and needs, and service them accordingly. Technology may be touch screen, but the human touch wins out in the end.

 

Kelly Kleinman

Dealership News

Digital Content Director

Now celebrating 11 years in the digital marketing space, Kelly Kleinman’s experience includes working in a variety of marketing and advertising capacities with such iconic American entities as the Los Angeles Dodgers, Los Angeles Lakers, MLB, NASCAR, Sony, Universal Studios, MGM, Allstate Insurance and many others. He’s written blogs covering a wide spectrum of topics. Highly experienced in the world of Google AdWords and B2C Social Media campaigns, he has also written dozens of websites across all categories and is a go-to digital media consultant for many companies looking to push the needle and get into the next gear. EMAIL: Kelly@dealershipnews.com

1137

No Comments

Recommended Posts

Function + Form

Function + Form builds coilover kits that blend aggressive looks with smooth, responsive ride quality. Since 2005, our team has engineered performance coilovers that handle daily driving without sacrificing comfort or control. Whether you're afte…

Functionand Form

Function + Form

62
May 27th

Handcrafted Silver Candle Holders

Discover Handcrafted Silver Candle Holders at La Plata—where timeless elegance meets artisan craftsmanship. Ideal for weddings, festive events, or luxury gifting, our bespoke creations reflect refined taste and artistic splendor, perfect for co…

Laplata Plata

laplata

31
May 20th

Chrome Hearts Ring: A Timeless Symbol of Luxury and Rebellion

Chrome Hearts is a name synonymous with luxury, rock 'n' roll attitude, and bold design. Founded in 1988 by Richard Stark in Los Angeles, the brand has carved a unique space in high-end fashion and accessories. Among its most coveted pieces, …

chrome hearts riing

36
May 5th

Hyperbaric Oxygen Therapy Orlando Improving Health Naturally and Safely

I remember feeling tired all the time. My body ached, my energy was low, and even small tasks left me exhausted. I tried vitamins, adjusted my diet, and even changed my sleep routine. Nothing seemed to help. Then a friend recommended something I&…

james mark

physicians digital services

77
May 2nd

How a Healthcare Marketing Agency in AZ Is Driving Real Results for Local Medical Clinics

      When I first started working with a local clinic in Arizona, I realized something important: even the best medical care can go unnoticed if patients don’t know about it. That’s where a skilled healthcare …

james mark

physicians digital services

56
April 30th