The "SIX SENSES " in sales

     As professional salespeople we have a lot of tools we can use to maximize growth opportunity and get the customer on our side.  The unfortunate part is that most people go through the motions of selling but never capitalize on all their weapons at their disposal.   My methods have always focused on the "human touch" and spending more time with them through  effective communication and interaction in a genuine and natural style.  In time, through trust and likeability, the customer will open up and start to share their thoughts with you.  Through the sales  process I want the customer to open up all their senses and let them all expand in their full capacity. In turn that will result in a more effective and complete sales process.

SIGHT     Always start your presentation from the front of the vehicle on an angle so that the car appears to be more aggressive.  Have them sit in the back of the vehicle so they can get a "birds eye" view of the interior. This also gives them a strong image of family and friends sitting back there and how much head room and space there is.  Fold down the seats and open up the doors wide to create a bigger image of space and size.

HEAR      During the test drive its vital to let the customer connect with the vehicle as this is their time to really embrace all the senses in their full capacity. From time to time you can acknowledge the cars performance by saying things like  "its very quiet isn't it".   If music is your customers "hot button" then pump up the volume and let them hear how tight the bass is and emphasize the  clarity of the sound system!

TASTE      Buying a vehicle is the second biggest purchase people make and its very important that people get it right.  Helping them select the right vehicle is vital.  Reassure  them that the color combinations they choose are in line with "good taste" and "good choices".    They will look to you often for guidance as you are the expert. 

SMELL     All my 25 year career I heard the saying "I love the smell of a new car" .   I personally like the smell of my mamma's homemade spaghetti sauce and her espresso.  However, the car smell is unique  and I think  it gives a lot of customers  the sense of reward  and triggers a happy feeling.  I have to admit whenever a customer said that I knew they were in a good place and glad to be there.

TOUCH    Get the customers to touch and feel the vehicle. The power of the steering wheel gives them the feeling of "mental ownership". Touching the leather or fabric gives them the sense of quality and craftsmanship.  There is no doubt its imperative that all salespeople demonstrate the vehicle.   I still recall the old school saying I heard back in 1988  "The feel behind the wheel seals  the deal!"

E.S P.      By far the most controversial of all the senses is Extra Sensory Perception often regarded as the sixth sense.  A lot of people disregard this one and feel it is overplayed.  In sales, I belief it is one of the  biggest factors of all. As a sales professional there is an intuition that you learn over the years.  You get a "gut" feeling for situations and there is no doubt you get better at learning how to read people through body language and eye contact.  I often tell my new candidates to watch and observe the best salespeople they work with and to learn from them. Take note of their confidence and tonality as well as their leadership skills.

In turn,  customers  also have instincts and inevitably  will pick up a good energy from you as a salesperson. Without saying a word  your positive vibe right from the "get go" will get you off on the right track.     At the beginning a strong smile and "thank you for coming in approach" is essential.   The customers sense when you are "switched on" and enthusiastic.  

In the end the customers may not necessarily remember everything you said but they will remember how they "felt".  The way you made them feel about you will undoubtedly leave a lasting impression and will be your stairway to success.  The customers are not always there just to choose a car, moreover,  they are there to choose a salesperson.