“Talk that does not end in any kind of action is better suppressed.” - Thomas Carlyle (1795-1881)
How many times have you made friends with a customer and not sold the car? How many times have you talked yourself out of the sale?
I sat listening to a salesperson drone on about the features of a new Jaguar convertible to a potential customer. It was a one sided conversation that just did not stop. The customer just sat there waiting, minutes passed and all the surrounding salespeople were waiting for their fellow sales-talker to stop and ask for the order.
Well he did not stop talking, the customer rested his head on the desk and waited patiently hoping that the pain would be over and he could leave. Finally the customer lifted his head and loudly said “shut the F up and write the order”. I want the car. The showroom exploded in laughter, but it was not funny. Talk for a purpose - to explain and educate - but always ask for the order.
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