Youtor
Trial Closes Impact by Design
>> YOUR LINK HERE: ___ http://youtube.com/watch?v=fCffbn6qosc
The Automotive Training Academy by Assurant provides informational video tips to help you and your team deliver better results in an ethical and compliant manner. Our instructors bring decades of real- world automotive experience to this video series, as well as our five-day immersive F I Professionals course. These LIVE In-person programs are offered at both our downtown Chicago office and Houston/ Woodlands office. • In this video, Dwayne Wiggins talks about the differences of soft and hard trial closes and how they can impact a sale. • Some of the most impactful conversation we have with our customers happens when we insert a trial close into the conversation. Soft trial closes such as: • • “Does that make sense?” • • “Can you see how that would work?” • • “Don’t you wish everything worked that way?” • • “Wouldn’t it be nice if?” • Are effective and allows us to: • • Gauge if we are connecting to the customer. • • Helps establishing critical needs awareness. • • And most importantly, verifies that we are on the same page. • So, when the sale arrives and it’s time to ask for their business, we arrive there together and the outcome is not a surprise. However, hard trial closes such as: • • What if I had coverage that would help with that? • • Would it be great if I could provide protection for that? • • Don’t worry, we will definitely talk about something to help with that later. • Can have the opposite effect as often they are: Too obvious, tend to pre-expose the sale itself, and puts customers on the defensive as it makes them feel that only reason that you are having a discussion with them is so you can “sell them something”. • And as F I pros’ that’s where we must be cautious, as focused driven individuals who are always looking for the close! You must ensure that your trial closes are soft enough and strategically place in the conversation to allow you and the customer to arrive at the perfect moment with the perfect mindset when you ask for the sale. • I’m Dwayne Wiggins and from all of us here at the Automotive Training Academy, that was your tip of the week. • Sign up for the F I school that has won 7 consecutive Dealers’ Choice Awards. • https://www.assurant.com/partner-with... academy/f-i-training • Make sure to subscribe to the Automotive Training Academy YouTube channel for weekly F I Tips and more from our team at the Automotive Training Academy by Assurant. • For dealer use only. Not for use by consumers. If consumers request coverage details, they should be referred to approved advertising or fulfillment documents.
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