Attitude and service after the sale is as critical as it is before it.
I am every salesperson’s worst nightmare. Whether buying a new car or a home, I am constantly looking for the next best thing. Before the ink dries on my contract, I begin eyeing the house around the corner or the car next to me at the stoplight. I’m human. And that means I am prone to being suddenly drawn away from the products I thought were the answers to my problems only minutes earlier. I’m not unique in this—humans are switchers by nature. It behooves salespeople to know this reality and take steps to prevent cancellations.
One of my most basic (and powerful) approaches in business is to copy successful people. And there’s nobody with a better reputation for creating loyal relationships with buyers than Joe Girard, deemed the “Greatest Car Salesman” by The Guinness Book of World Records. Girard sold 1,425 cars in 1973 and 13,001 individual retail units over his 15-year career. According to Girard, though, he never sold a car—he sold himself. The most valuable products his customers walked away with were Joe Girard and his “service, service, service.” Girard’s principles worked out well for him, gaining him endless return customers and referrals.
If you want to keep your buyers from straying with your competitors, take a lesson from Girard. Never stop selling.
Girard says, “The sale begins after the sale.”
…keep reading via Big Builder.
Customer relationship management by Constellation:
- Conasys and the homeowner experience: download the ebook.
- NEWSTAR’s consistent communication between builder & buyer: view the presentation.
- BuildTopia’s online Customer Portal engages new buyers: learn more or request a demo.
