Trade Resources Industry Views The Internet Gave Consumers Access to Tremendous Amounts of Product Information

The Internet Gave Consumers Access to Tremendous Amounts of Product Information

Tags: Auto Parts

The Internet has given consumers access to tremendous amounts of product information, making the Always Be Closing approach a much less effective method of dealing with customers, according to Modern Tire Dealer columnist Wayne Williams.

Today's customers require a new set of sales ABCs:

(A) Align our thinking with the customer

(B) Balance their expectations with our shop's capabilities

(C) Closure/cash-out and the concept of closure curation

Williams says if we follow the new-school ABCs, the closure is the time to bring the sale to a successful conclusion and open the door to future opportunities.

What's one way to test a customer's trust and satisfaction at cash-out? How can information transactions be turned into trusted transactions?

To find out, see our exclusive "Counter intelligence: The art of closing the sale -- the last time, until the next time" in the electronic or print version of the August issue of Modern Tire Dealer.

Source: http://www.moderntiredealer.com/news/story/2013/09/how-to-test-a-customer-s-trust-and-satisfaction.aspx
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How to Test a Customer's Trust at Cash-out
Topics: Auto Parts