The fastest way to kill a sale is by forgetting to do this one key step:
1. a close and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well.
Rapport is the foundation of what will separate you from being an order taker vs a sales professional. Being able to build this in the beginning or during your meet and greet is crucial.
How do you build rapport?
1. Find common ground
2. Share stories that you found in common
This 2 principles can help both of you get to know each other better and will find it easier for you two to do business. It’s almost like when you try to sell your family or friends something. You want to make sure your giving them the most value for what your selling and they are more inclined not to beat you up over price. When building rapport you really want to make them your friend. In doing this you do 2 things:
1. Repeat business
2. Lasting referral base
The Outcome of not building rapport result in 2 things:
1. less sales
2. lower margins
Follow this quick tip and you’ll make the car business a lasting career:)