How to test a customer’s trust at cash-out

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.
Sept. 5, 2013

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.

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