Certain questions in the sales process can be tougher than others, but dangerous? Modern Tire Dealer columnist Wayne Williams shares tips for handling the two toughest questions asked during the selling process as well as the most dangerous question he’s ever heard.
Williams says the second toughest question is asking for the sale. There are different ways to frame the question, and Williams shares some that worked for him during his days at the sales counter. His favorite? “Are you going to be leaving your car with us today?” He says he was actually asking two questions: “Am I going to get the sale?” and “Will you be waiting here or picking your car up later?”
Williams suggests ten other questions and comments that he's used to close a sale in the latest issue of Modern Tire Dealer. Here are six:
1. When would you like to pick up your car?
2. What is the best number to reach you?
3. May I have your keys?
4. We should be able to complete the work today.
5. Our services are guaranteed unconditionally for 90 days.
6. Don't forget we offer nationwide coverage.
To see his other tips, as well as his thoughts on the toughest question – “Are you satisfied with the service you received today?” – read “Ask leading and difficult questions with confidence” online and in the digital and print edition of Modern Tire Dealer.
And the most dangerous question of all at the sales counter? It comes from customers: “May I ask you a simple question?”
