The Path of People: Emotional Attachment
Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.
Rick McCormick pushes F&I professionals to the heights of success with a focus on training, compliance, and customer service.
Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.
Third party confirmation is the most powerful tool to move people down the path of buying.
Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years.
A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
Here are a few ways to move your focus from closing to connecting.
Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
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