Digital Dealer - August 2019 - 42

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S A L E S & VA RIA B L E OPS: Cu sto m e r Exp e r ie nce

3 Simple Ways
to Communicate
Better with Your
Customers and
Increase Sales
The number one
opportunity in your
business right now lies in
improving your communication. You don't need the best
price, or even the best
product to win more sales,
but you do need to create
the best experience! It's the
way that you treat each
customer and the way that
you communicate your value

which matters most.
No doubt, you have a
great message, but if you
never get your message
through to others, it doesn't
matter. The business of
our business is people, not
products or services. Does
what you have to offer have
a deeper more personal
impact on your customers'
lives than you learn, lead,

and leverage right now?
When the focus shifts
from products and services to people, everything
changes!
ANSWER THE
REAL QUESTIONS

The real questions have
nothing to do with the
features of your products or
offerings. The real questions
are much more personal, yet

FEATURE SPEAKER
By Mike Hirschfield
CEO,
Assured Influence

they are the same for every
customer. They are: Why listen? Who cares? So What?
and Why now? Just because
your customers don't come
right out and ask you these
questions, it doesn't mean
they're not asking them. The
best communicators see
beyond the words, understanding that sometimes the
words don't even matter.
WHY LISTEN?

The 1st Law of Influential Conversations is: Style
trumps substance initially.
Every customer wants to
know why should they listen
to you. You are the number one factor of why your
customers buy, and you are
also the factor of why your
customers don't buy. The
harsh reality is: if a customer
doesn't like you, then your
products and solutions are
irrelevant!
WHO CARES?

The 2nd Law of Influential Conversations is: Their
feelings dominate your facts.
Customers don't care what
you know, if you don't know
them! You will not be able to
influence what your customers will do until you first understand how they feel. You
may have all the facts, but if
your customer does not feel
that you are right, your opportunity with that customer
is as good as dead.
SO WHAT?

The 3rd Law of Influential Conversations is: Their
words matter more. Customers buy for their reasons- not
ours! Certainly, you provide
your customers with reasons
to buy; However, in order to
have an influential conversa-

Continued on pg. 44

42

AUGUST 2019

D I G I TA L D E A L E R . C O M


http://www.DIGITALDEALER.COM

Digital Dealer - August 2019

Table of Contents for the Digital Edition of Digital Dealer - August 2019

Digital Dealer - August 2019
A Message from the Show Director
Generational Leadership
Leasing Is Now - Know the Maintenance Requirements or Else
What You Don't Know Can and Will Hurt You
The Customer Buy Center: A Better Way to Build Inventory
Level Up: Drive a Better Clicks-to-Bricks Connection
Interview with Titus-Will Toyota
Inside Digital Dealer 27
Reaching for High-Star Ratings
You Keep Talking, But Are Your Customers Listening?
16 Ways to Damage Your Professional Brand & Fail at Social Selling
Why Public Relations Is Essential for Your Dealership
Using Facebook to Jumpstart Your Loyalty and Retention Programs
‘Medium and Message’ Magic!
3 Simple Ways to Communicate Better with Your Customers and Increase Sales
The Push for Increased Fuel Economy Continues: How Can Fixed Ops Contribute?
Digital Dealer - August 2019 - Digital Dealer - August 2019
Digital Dealer - August 2019 - Cover2
Digital Dealer - August 2019 - 1
Digital Dealer - August 2019 - 2
Digital Dealer - August 2019 - 3
Digital Dealer - August 2019 - A Message from the Show Director
Digital Dealer - August 2019 - 5
Digital Dealer - August 2019 - Generational Leadership
Digital Dealer - August 2019 - 7
Digital Dealer - August 2019 - Leasing Is Now - Know the Maintenance Requirements or Else
Digital Dealer - August 2019 - 9
Digital Dealer - August 2019 - What You Don't Know Can and Will Hurt You
Digital Dealer - August 2019 - 11
Digital Dealer - August 2019 - 12
Digital Dealer - August 2019 - 13
Digital Dealer - August 2019 - The Customer Buy Center: A Better Way to Build Inventory
Digital Dealer - August 2019 - 15
Digital Dealer - August 2019 - Level Up: Drive a Better Clicks-to-Bricks Connection
Digital Dealer - August 2019 - 17
Digital Dealer - August 2019 - Interview with Titus-Will Toyota
Digital Dealer - August 2019 - 19
Digital Dealer - August 2019 - 20
Digital Dealer - August 2019 - 21
Digital Dealer - August 2019 - 22
Digital Dealer - August 2019 - 23
Digital Dealer - August 2019 - 24
Digital Dealer - August 2019 - 25
Digital Dealer - August 2019 - Inside Digital Dealer 27
Digital Dealer - August 2019 - 27
Digital Dealer - August 2019 - 28
Digital Dealer - August 2019 - 29
Digital Dealer - August 2019 - Reaching for High-Star Ratings
Digital Dealer - August 2019 - 31
Digital Dealer - August 2019 - You Keep Talking, But Are Your Customers Listening?
Digital Dealer - August 2019 - 33
Digital Dealer - August 2019 - 16 Ways to Damage Your Professional Brand & Fail at Social Selling
Digital Dealer - August 2019 - 35
Digital Dealer - August 2019 - Why Public Relations Is Essential for Your Dealership
Digital Dealer - August 2019 - 37
Digital Dealer - August 2019 - Using Facebook to Jumpstart Your Loyalty and Retention Programs
Digital Dealer - August 2019 - 39
Digital Dealer - August 2019 - ‘Medium and Message’ Magic!
Digital Dealer - August 2019 - 41
Digital Dealer - August 2019 - 3 Simple Ways to Communicate Better with Your Customers and Increase Sales
Digital Dealer - August 2019 - 43
Digital Dealer - August 2019 - 44
Digital Dealer - August 2019 - 45
Digital Dealer - August 2019 - The Push for Increased Fuel Economy Continues: How Can Fixed Ops Contribute?
Digital Dealer - August 2019 - 47
Digital Dealer - August 2019 - 48
Digital Dealer - August 2019 - Cover3
Digital Dealer - August 2019 - Cover4
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