Dealership salespeople know that follow-up is important, yet why is it not done as a rule? If we crawl inside the salesperson's head, maybe it's because he/she no longer feels the customer is worth the effort:
1) They probably will never buy
2) They have already bought and will not be in the market soon
3) There aren't enough hours in the day to do everything, so follow-up will be sacrificed
Problem is, the customer may not know if they are going to buy or if they would be in the market to buy more, they haven't been "nudged" by the salesperson. But the salesperson's inactions will dictate that neither situation will happen. The only way to know for sure is to follow-up.
Barry LaBov
LaBov & Beyond
www.labov.com
Thursday, December 8, 2011
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This is salesmanship. As you've said in other LaBov blog posts, some people are just order takers.
ReplyDeleteThanks. Some salespeople are good at interacting but shy away from the follow-up. Lost opportunities.
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