To be an expert salesperson, you MUST believe in your products. The most effective means to believe whole-heartedly in your products is to own or use the products or services you offer. For example, if you sell extended warranties, credit insurance, undercoating, paint protection and other value-added treatments for vehicles, you must be a consumer of those products too. The best testimonial you can reiterate to a customer is one from your own experience. Today selling is an educational event wherein you provide information that reveals the features and benefits of your product(s) or service(s) and reflect how that would apply to your customer based on what you learned during your rapport building stage, regardless of the industry you are in.

Speaking of events and experiences that affected you and your life as a result of your products or services is that unique step beyond selling. It becomes a conversation. In the end your trial close, "Can you see how this will benefit you when... (use an example from information you learned during the rapport building stage)" will fall into place with few, if any, objections. If necessary, once you overcome the objections that arise, you simply ask for the sale. The close should be easy if the proper steps have been followed to that point. Usually a simple payment option choice is all that's needed to finalize the sale.

For Business Managers, Finance Managers, Financial Services Managers and F&I Managers, my advice to you is to own or use the products and services you offer your customers. For any other industry, I offer the same advice. This is a universal principal. Try it. If you have already mastered the BELIEF in your products by owning or using them, Congratulations!

What's YOUR Willingness to be a Top Performer?