Connecting the dots

A great talent for a dealer salesperson is connecting the dots. How often does a salesperson get fragments of info? I'd say 99% of the time.

Seldom does a customer walk in and run down what they want, when they want it and what price they will pay. I'm sure some salespeople will say it happens a lot, but truthfully, much of the time, aren't there always a scattering of issues and needs that even that customer has? Whether it has to do with the product (features, color, size, model, etc) or personal issues (timing, terms, etc), there are always numerous dots that can connected.

The salesperson who connects the dots quicker and better, always wins. The one who waits for them to be connected by the customer or by fate, will be disappointed.  Get the picture?

Barry LaBov
LaBov & Beyond
www.labov.com
www.barrylabov.com