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Car Buyer Describes Why She Chose Dealer; Honda vs. Subaru

Dr. Elizabeth Archuleta Describes Her Car Buying Experience - Subaru vs. Honda - Listen closely and you will hear how one salesperson's skill made a deal, while the other salesperson's repeated irrelevant statements blew a deal! This is the real world, where very subtle customer perceptions based on what a sales rep says, facial expressions and assistance provided determines whether or not the car buyer prefers to do business with them.

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Comment by Mark Tewart on December 23, 2012 at 4:04pm

Always listen for your customers keywords. Most customers have just a few keywords and those keywords describe exactly what is most important to them. Utilize the keywords in the presentation so they know you are listening and you tailor everything towards them. Never say things that dont relate to your customer and that demeans them. Also, find the customers buying patterns. This salesperson would have quickly found this persons buying patterns if listening and would have repeated those patterns while giving her HFG (Hope or Gain). Number one complaint of salespeople is and always will be that they do not listen. Advice - Stop trying so hard to sell and just listen. Customers will tell you what to do.

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