Automotive Marketing Professional Community for Car Dealers, OEM and Suppliers
Today’s Tip – Look But Don’t Touch
Most people have a preferred way of learning. Have you ever wondered why some people are always talking while others will often just stand and look without touching anything?
The reason is that everyone learns differently. There are basically three types:
1. Visual learners:
Visual learners are people who want to see everything. They like things to be explained in pictures, so visual aids are a great tool to use with them. For example, these learners will say things like:
• I can see that!
• What would a price on this model look like?
• Can you show me to the service department?
Your success with these customers will come when you use both visual language and visual aids.
2. Auditory learners
These people love to talk. They prefer to hear stories and explanations versus having you show them things. Visual learners will use phrases like:
• I heard you have a great deal on these
• Sounds like that is what I need
• Listen to this…
To be successful with auditory learners, you will need to become good a storyteller and a patient listener. That’s because these people love to tell stories too. Here’s an example of what you could say to an auditory learner:
“I hear what you’re saying. It sounds to me like I need to tell you about our sporty coupe.”
3. Kinesthetic learners
These types of people love to touch and feel things. They will use words that are full of feeling. Here are a few examples:
• This car rides smooth.
• The steering is tight
To capitalize on kinesthetic learners, you’ll want to involve the customer. Be sure to have them help in all the demonstrations.
By identifying learning preferences, you will have an advantage that will help you build rapport quickly and, therefore, be able to build trust with your customers.
And that’s the Tip of the Day.
CPI has the real-world training tools to help you achieve more. Contact us today to get started.
Thanks for watching.