Sales tips:Ben is a new car salesperson at a major Chevrolet dealership. He is the "go to guy" whenever anyone has a product knowledge question about a Chevy car or truck. The sales rookies go to him, the veteran sales pros go to him, even the sales managers go to him with their product questions.
He also knows all about the competitor’s vehicles that directly compete with a Chevy model. He is a walking encyclopedia when it comes to Chevy vehicles. This knowledge helps make Ben a solid six figure income each year.
One day a struggling sales rookie named Sarah asked Ben a product question. Ben has seen her type before. She seemed very frustrated and defeated. He could tell she wouldn’t last much longer if things didn’t turn around soon for her.
“I’ll never understand all the technical features about the countless Chevrolet vehicles,” Sarah said in a tone that sounded like she already gave up.
Ben’s Sales Tips Starts with Just One Ben then asked her, “Could you learn just one product knowledge fact about a Chevy today.”
“Of course,” Sarah responded.
Ben then asked, “Could you learn one a day for the next 7 days…for the next 30 days…for the next 90 days…for the next 365 days?”
Sarah responded yes to each of his questions.
“Then you have the ability to be a top sales pro in less than a year,” Ben said with excitement.
“But how do you mean?” ask Sarah with a puzzled look.
How to be a Sales Pro Ben then instructed her to go to the store today at lunch and buy 365 index cards. Then he told her to find one new product knowledge feature, fact or competitor comparison advantage she didn’t know before and put it on front side of a card. On the back side put a question that the item on the front is the answer to.
"Do that once a day this week," he explained. "At the end of the week review each question and see if you can remember the answers. The do it again the next 7 days with a review of all 14 at the end of the week. Repeat this process for the next 52 weeks."
“Then what happens?” asked Sarah.
“You’ll know 356 sales tips you don’t know now. And you’ll become one of the top Chevy product experts in this store - next to me,” he added with a smile. “And that will bring you more confidence, more sales and a lot more income. And you’ll also have more fun selling.”
What happened to Sarah? Sarah faithfully followed Ben’s unusual sales coaching advice. Every thing he said came true within a year. And in addition she won the annual product presentation competition at her dealership, competing against salespeople with decades more experience than she had.
Your sales tips action item:
Follow Ben’s advice to Sarah starting today for the products you sell.
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