THE SHOP

November '15

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November 2015 The Shop 43 ReSTyling/AfTeRmARkeT AcceSSoRieS Arrive early and set out the food and drinks. That way, once the meeting starts, you are ready to go. Your portion should be around 10-15 minutes, unless the questions keep coming. There's no need to bore them with stories or facts. Simply give them the info and show them how it can benefit them. And timing is important. These meet- ings should take place when the entire sales force is together, which is usually a Saturday morning. Avoid the end of the month, when they are at their busiest; instead, utilize the beginning or middle of the month. Once you have their attention, begin by reintroducing yourself and your back- ground. Throw in some personal things about yourself or your family. After that you have to be real. These people are pro- fessionals and they can smell a fake a mile away. So, if you are going to talk with them, you need to be honest and open when it comes to what you know—and more importantly, what you don't know about a product. If you are going to share with them the top products in the market, make sure you do your homework and know them! If it is a new product, then think ahead and anticipate what questions they may have or concerns their customers may have. If it is a service, explain why you have started this new path and why you feel it would benefit them. Do not tell them what will or will not work. Let them come to that conclusion on their own. Remember, you don't know everything about their way of doing business, so don't set yourself up to fail when a couple of them start disagreeing with you on a point. Just be general and let them figure out the best way to help you succeed. Ultimately, you want them to trust that you, as a professional, can help them in their quest to sell more cars and please more customers. Remind them of the benefits of doing business with you and your company and why you feel your company stands out ahead of the others. Is it your customer service, your high-quality products, or your low labor rates? Whatever it is that you feel your advantage is, focus on that. This is different than bad-mouthing a competitor, which you should never do. It will always backfire and never make for a lasting relationship if you are a "negative" seller instead of a "positive" one. Finish your sales meeting by thanking them ahead of time for their business and offer any personal help you can. Make sure you are honest with yourself. Mean everything you say and hopefully, in less than 15 minutes you have sold a roomful of salespeople… I mean customers. Josh Poulson is the prin- cipal of Auto Additions in Columbus, Ohio, which was named Restyler of the Year, 2012-2013. Auto Additions offers a complete line of product upgrades, including 12-volt and appearance packages with a spe- cific focus on the dealership segment. Josh currently serves on the SEMA PRO council. for the 21st century. For specific models of Chevy, Ford, Dodge, GMC and Jeep. Works with the factory radio and options. True plug-and-play for quick install and max profit. Mobile audio Take the VSS Challenge at the SEMA Show, and we'll show you "Plus-Business!" Visit us at Booth 11861 North Hall! /kickeraudio VSS installed under the seat of a Chevy Silverado for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. for the 21st century. For specific models of Chevy, Ford, Dodge, For specific models of Chevy, Ford, Dodge, For specific models of Chevy, Ford, Dodge, © © © 2015 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS 5 STILLWATER DESIGNS Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, and we'll show you "Plus-Business!" Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, Take the VSS Challenge at the SEMA Show, and we'll show you "Plus-Business!" C M Y CM MY CY CMY K 15_THE SHOP_VSS.pdf 1 7/27/15 5:03 PM

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