SME# 3 Positive Guidance
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How can we guide customers to the activities and knowledge that will make it easy and comfortable to say yes to the purchase?
Learning Objectives:
Participants understand the difference between “pressure” and positive guidance.
Participants learn how to use the power of suggestion to make it easy for the customer to accept our expert help.
Opening
Suggest to the group that: “Customers have access to all kinds of online information and shopping resources these days. They may be highly informed, but they still are not buying a vehicle every day. They still need our professional guidance to feel comfortable making a purchase decision.”
“Today we are going to look at how to make it easy for the customer to take our positive guidance and never feel that we are pushy.”
Preview ends here. More? Download the e-book here for 30 meetings.
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