Every so often one of Martec Europe Limited www.martec.co.uk sales trainers creates or comes across an article or sales coaching tip that they feel would be useful to their clients in the motor industry.
There’s been a sales tip on the resources site called ‘Being tied up’ http://martec.co.uk/
Having read ‘Being tied up’, it reminded me of the subject channelling listeners thoughts into predictable answers. This is a way of knowing how to get what you want with the other person thinking they made an independent choice.
In Martec’s case this would be in the motor industry and would be about making more appointments at a dealership and selling more cars, more hours or even selling more parts.
Working in the Martec Head Office, I wondered when I would be able to try this sales coaching tip out, its not often that I’m in a coaching situation, however the other day a work colleague said that she had given this theory a go over the weekend.
Heres what happened…
On Sunday late afternoon, after a weekend full of social antics, I was relaxing with a group of friends, letting our batteries re-charge and watching a film.
As you remember, the weather was fantastic on Sunday, so the curtains were closed and the sun was shining through a gap in the curtains, as bright as a lightsaber!
I knew I wanted to go out and have dinner in a pub garden, to enjoy the last few sun beams before it faded behind the hills. I was conscious my friends wanted to relax into the evening, as they had already brought round a selection of films, I believed their intent was to stay in.
I remembered Neil’s coaching tip of “Being Tied Up”, I thought this would be a good opportunity to give it a go, so as the credits played, I went for it:
“Do you guys want to watch another dvd now, look at the takeaway menu’s or take up the sun’s invitation of al fresco dining to finish off a great weekend?”
Now I might of tempted them a little further, as with the final choice I threw back the curtains, however I am pleased to tell you one of my friends said “yeah, lets go to Penn”.
Within 5 minutes we were out the door going to a lovely pub garden.
Now I would like to say that my friends know me very well, and did this because they could easily tell I wanted to, but as I had such a conscious thought about this coaching tip, I can’t help but give Neil’s thoughts some credit.
This event may not have been in the motor industry or even in car sales training, however if it worked in this environment then maybe it is worth a go. Thanks to Neil for giving us this tip, I am definitely going to try it, will you?
Having read and tried it, let me know what you think!
Felicity
Ps Did you read about Joel Fernandes in our blog ‘Inspirational people? http://martec.co.uk/
