Detmer's Corner: Strike While The Iron Is Hot, Or Lose The Sale!
I can’t say that the Porsche 911 (aka “The Meatball”) is a practical car. In fact, it’s more like a drivable trophy. The sports seats aren’t luxurious, there’s not much room for anything, and I’m afraid to leave it in the airport parking lot for fear of its first dent.
But it goes like a bat out of Hades and strokes my ego like few others could.
Recently, when I took The Meatball to my local dealership for its routine servicing, I decided to look at something more practical. Sticking with the same brand, I was tempted by a real-world vehicle—an SUV. Not your ordinary soccer mom ride, mind you, but one with all the bells and whistles and a sticker price to match. Fortunately though, the trade-in value of The Meatball nearly matched that price. So I made a reasonable offer to cover the difference, and the sales associate who was helping me took it to his manager. And that’s where things fell apart.
You see, the sales associate had virtually no power to close the deal on the spot, or I’d be in a different car right now. Even though my offer was within one percent of the purchase price, the salesman dragged his feet, bouncing back and forth between me and his “manager,” explaining why I should pay more. Most of those reasons centered around him, and not me. After awhile I lost interest and left.
Three days later, guess who called to finally accept my offer? Unfortunately for the dealer, the ether of buying a new car had worn off; I came to my senses and realized the SUV wasn’t for me.
The bottom line is this: The dealer didn’t get the sale because his sales team didn’t strike when the iron was hot. Getting to “yes” simply took them too long.
You can avoid this pitfall—and close more sales for your business—by adjusting your mindset to enable you and your sales team to get to “yes” sooner and more often. Here are a few tips: