Notes
Notes on auto retail. Selling, the floor, and what customers remember.
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The floor versus the slide deck
A store does not run on a slide. If the plan cannot survive a Tuesday, it is not finished.
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Customers remember the last ten minutes
People forget the waiting room. They remember how they left.
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Selling with momentum
If the visit sits down, the sale usually sits down with it.
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Too much of the right information
Give them more of the right details than they thought to ask for, while they are still deciding.
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They didn’t come in for a packet
They came in to decide today, not to leave with homework.