L · L · T · B
Like · Listen · Trust · Buy
The customer must like you before they will listen to you, before they trust you, before they will buy from you.
Customer Buying Patterns
These numbers don't lie. Most salespeople never bother to learn them. You just did.
of customers say they are "just looking" at the initial greeting.
of customers bought because they liked, trusted, and respected their salesperson.
of customers said their salesperson did NOT control the process, build rapport, or interview them.
of customers said they received a lousy presentation and demonstration.
of customers bought on the spot when they felt they got a great presentation.
of customers did not get a service walk as part of the sales process.
of salespeople are not confident presenting the price in the close.
of salespeople do zero follow-up — whether the customer buys or not.
of customers who visit your showroom buy a vehicle somewhere.
of customers made up their mind to purchase before they left their house.
of customers purchase within one week of visiting their first dealership.
of customers purchase within 4 hours of visiting their first dealership.
"Most customers put up a wall while some will flat out lie about their actual intentions. Do not take offense. Consumers are programmed to protect their assets. Use this to your advantage and be ahead of your competition."
You made it this far
Now go play bingo in your next meeting.
