Most Companies Track Only Results, We Track Effort!
Shopping Cart
Your Cart is Empty
Quantity:
Subtotal
Taxes
Shipping
Total
Blog
Blog
Is Your FSM Struggling
| Posted on February 8, 2019 at 2:55 PM |
A recent Article/ Blog I read from Rick McCormick of Reahard & Associates made me think about some of the challenges I have come across. Why do some FSM's produce better results than others given that their Training/Coaching and background are similar? We sometimes do not think about the way we come across in the 'TONE' in which we communicate as being a factor. Even thought we might be saying the same thing in are presentations / offerings, how we say it (TONE) might be misinterpreted or misunderstood. Our 'Confidence and or Conviction' come across in our TONE. Probable Purchasers buy our conviction before they consider our offering(s).
In Rick's Article he states that research has indicated that 73% of respondents to a survey have indicated that the No.1 contributing factor that compels them to remain loyal to a company is "interaction with friendly & likable employees". It's as simple as the TONE of the experience.
I have always advocated that meeting the consumer at the Sales Associates Desk; it really shows the consumer who is really important,... them! Consumers traditionally like the lead up to buying something they want, need, or desire, this is the part of the purchase process they like and for the most part enjoy the most. The process of having to pay for it is not so enjoyable. That is 'WHY' FSMs must in the comparably shorter time span needs to utilize their time to create an enjoyable experience, not something the consumer has to 'ENDURE'.
My old Sales Manager back when I worked on the floor told me that when the consumer is laughing with you they are most likely in the buying mood. That can all but dissipate when the consumer encounters a FSM that lacks 'knowledge, confidence, and most importantly enthusiasm'. They must create an atmosphere and experience that does not invoke resistance to buy, but to one of openness to consider. I certainly like what Rick states in his Article that in an effort to plant the right TONE from the beginning you should tell your customer, "We know you've had some fun choosing a new vehicle and I want to make sure you have some fun in my office as well. As a matter of fact, there is a three-laugh minimum in here." Something like this will go a long way to improving the eventual outcome for both the consumer and the dealership.
Building and expanding the 'knowledge, confidence, the enthusiasm along with the TONE of the FSMs interactions requires; Training/Coaching, Mentorship and practice/practice/practice. Some come by this naturally but many others need the on going support that comes from someone willing to put in the effort, and this is certainly why some FSMs perform better than others.
Categories: None
Post a Comment
Oops!
The words you entered did not match the given text. Please try again.
1110 Comments
Reply
westbrook shoes
8:36 PM on March 16, 2021
I just wanted to write down a brief comment to express gratitude to you for the lovely solutions you are giving out on this site. My prolonged internet investigation has at the end been honored with beneficial information to talk about with my partners. I would tell you that most of us site visitors actually are rather endowed to live in a perfect network with so many wonderful professionals with beneficial ideas. I feel truly blessed to have used your site and look forward to really more exciting minutes reading here. Thanks a lot again for all the details.
westbrook shoes http://www.russellwestbrookshoes.us
westbrook shoes http://www.russellwestbrookshoes.us
Reply
Eyebeaus
8:58 PM on March 16, 2021
viagra online uk keflex 400mg canadian cialis online cialis 5mg price uk viagra 100 mg price canada cheapest prescription pharmacy amitriptyline for sale cheap cialis super active cheap pharmacy no prescription how to purchase modafinil
Reply
Essay Writing Online
12:56 AM on March 17, 2021
domestic violence research paper homework help cpm essay helper write narrative essay astronomy homework help
Reply
Eyebeaus
6:07 AM on March 17, 2021
real viagra without a prescription discount pharmacy viagra rx pharmacy coupons price of azithromycin tadalafil generic usa lasix 50 mg viegra cialis generic cost generic viagra online mastercard benicar 5 mg price
Reply
Markbeaus
7:55 AM on March 17, 2021
cheap brand cialis cialis 20mg price in usa singulair 10 mg online usa viagra over the counter how to buy genuine viagra online 1000 mcg azithromycin order sildenafil online without prescription
Reply
Online Essays
9:38 AM on March 17, 2021
the importance of education essay writing college essays 500 words get help with homework do my maths homework help with writing a personal statement help with homework online literary research papers medical school application essay
Reply
pandora
5:15 PM on March 17, 2021
I actually wanted to jot down a quick comment to be able to appreciate you for all of the nice concepts you are sharing on this site. My long internet look up has now been paid with professional concept to go over with my co-workers. I would state that that we site visitors are definitely lucky to live in a good network with very many brilliant professionals with very helpful opinions. I feel truly lucky to have encountered your entire web site and look forward to many more pleasurable moments reading here. Thanks again for all the details.
pandora http://www.pandorasjewelry.us
pandora http://www.pandorasjewelry.us
Reply
Denbeaus
7:09 PM on March 17, 2021
drug robaxin viagra 10mg price canadian pharmacy cheap sildenafil tablets 100mg generic cialis 20 mg safe website
Reply
Jasonbeaus
6:15 AM on March 18, 2021
plaquenil for ra benicar 20 mg price robaxin 750 mg pill buy sildenafil usa combivent respimat cost buy buspar online australia cheapest modafinil australia viagra nz over the counter cialis generic usa viagra 100 price
Reply
Aa Seat Assignment
6:48 AM on March 18, 2021
assignments essay writing service writing a expository essay research paper using mla do homework creative writer do assignments for money academic papers we do your homework for you
Oops!
Oops, you forgot something.