The Internet has given consumers access to tremendous amounts of product information, making the Always Be Closing approach a much less effective method of dealing with customers, according to Modern Tire Dealer columnist Wayne Williams.
Today’s customers require a new set of sales ABCs:
(A) Align our thinking with the customer;
(B) Balance their expectations with our shop’s capabilities; and
(C) Closure/cash-out and the concept of closure curation.
Williams says if we follow the new-school ABCs, the closure is the time to bring the sale to a successful conclusion and open the door to future opportunities.
What’s one way to test a customer’s trust and satisfaction at cash-out? How can information transactions be turned into trusted transactions?
To find out, see our exclusive “Counter intelligence: The art of closing the sale -- the last time, until the next time” in the electronic or print version of the August issue of Modern Tire Dealer.
