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While enjoying the warmer weather with my buddies this weekend, I made a new car enthusiast friend out of a complete stranger.  The conversation got started when he asked me if I had ever heard of the Nissan GTR.  I looked at him and exclaimed, “Of course!  I have a near meltdown every time I see one.”  We both go on and on about where we have seen them in town.  I share with him how I have to hug the one at the dealership when I go in for maintenance with my current car.  We both chatter in excited tones as everything else going on around us seems to fade away from existence.  We are both engrossed in GTR “speak”.  We get so enrolled in talking about the GTR, that our smart phones are busy looking up GTR data online.  We both talk about how hot the lines of the car are, but we are totally fixated on how fast it goes and handles as we watch video after video of the GTR on test tracks.  Neither one of us has actually driven a GTR, but I am sure even the most blasé salesperson could get us thinking about pooling together our funds and buying one at that moment.  So what is it that makes two strangers bond over a car that neither one has every driven………an experience!!!!  We both desire the experience of driving a GTR. 


I like to play the “what if” game.  So, what if you have a couple come into a dealership to buy a car but they seem to not be on the same page.  As a salesperson, could you find a vehicle that two people could bond over if your focus was on the experience they want to have driving their next vehicle and not on a list of options on a Monroney sticker?  I think an experience could sell anything from a car, to a house and maybe even a pair of shoes.  My challenge to you is to provide the experience and see what you can sell.  I would love to hear your feedback from your “experience” selling. 




Copyright 2011 All Rights Reserved

Views: 40

Tags: CustomerService, Presentation, Sales, Salespeople, Salesperson, Selling, Stephanie, Training, Young


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