Learning From The Used Car Salesman

It may have been a long time since you had the pleasure (or displeasure) in dealing with your old friend the Used Car Salesman. He??™s still there, however, pushing his jalopies and lemons like no one else??™s business.

You have to respect his old school philosophy since it may have worked for a time. Now of course, you avoid his tactics like the plague in operating your own business. Nevertheless, remembering some of his tactics may help you to improve negotiations with others, including any customers that are understandably suspicious of your pitch.

1.The car dealer tailors the deal to the customer.

The car dealer is attempting to draw out the customer in order to learn information, after which, he will adjust the deal accordingly. Car buyers are advised not to share too much information. Be mindful that some customers will keep information to themselves, and the more you insist on it, the less they will trust you.

This dynamic is all about bargaining power. Work at the pace of the customer.

2.The car dealer like single buyers.

Single buyers are more likely to make impulsive decisions, whereas pairs are usually inclined to think it over. When two or more people show up, that means an evaluation is taking place and one of the two potential buyers is playing the part of skeptic. If you are selling to a tough crowd, remember that in pairs usually one partner holds the bargaining power so focus your efforts carefully, allowing both figures their dignity.

3.Beware of showing too much enthusiasm.

In the world of car sales, enthusiasm is a sign of weakness, either from the car buyer or from the car salesperson. Car salesmen are looking for people who are enthusiastic since this usually means the dealership has more bargaining power. Smarter buyers play it cool and a game of psychological poker takes place.

As a professional in sales, it??™s best to mirror the attitude of your buyer and adapt your performance according to their ???lead.???

4.Beware of speaking too soon.

Another poker-like game, this time involving long silences and sudden expressions of compromise. In negotiations, it is commonly said that whoever ???speaks next??? loses the most. The dealer tests customers by pausing, feeling out how long the customer is willing to take to think it over. (He may even try to walk away or seem busy) The customer who remains silent usually gets a better deal.

Remember not to sound too eager to please but resolute, knowing you have given the potential buyer the best deal possible.

How To Move People To Action

A wise man once said ???pretty speeches change the world.??? This much is true, because we have seen the benefits and the disasters that have resulting from some of the world??™s greatest orators.

Abraham Lincoln??™s speeches were very charismatic, as were John F. Kennedy??™s, and both of these men used their way with words to influence a racially divided nation towards positive change.

Adolph Hitler used his charisma to guide many German soldiers towards a horrific goal in the World War II era.

One can never underestimate the power of words. Words can be used to motivate myriads of people to take certain action. This should inspire every businessman to practice writing and speaking, because a company could thrive or die based on this sales communication.

How do you move people to action?

First you start by building common ground, a foundation of an argument that everyone can agree upon. If your target audience were concerned about high prices, then that would be how you start your pitch.

You gradually build to your pitch, constantly reaching for agreement letting them feel comfortable with your voice. (Whether in speaking or in writing) The climactic moment approaches and that??™s when you present a problem followed by the solution that you can offer.

It is important to end your conclusion on a strong, emotional note. If you were selling a product or service geared towards families, then you would want to emphasize familial love in your message.

If you were marketing a project towards young singles, then you would appeal to their desires for dating and relationships. Always try to conclude on an emotional note and then direct your audience to take definite steps in response to this reaction. Such as, ???call now???, ???sign up now??? or ???download now.???

Your pretty speeches might not change the world but they may help you connect with your audience and increase your sales.

Does Sex Sell in Business?

Is it true that sex always sells in business? The first reaction of many would-be corporate giants is a resounding YES. This certainly is the reasoning behind those sexy commercials for milk. (No word yet on whether Madonna will endorse Chiquita bananas)

However, it has not been historically proven that sex can sell any product. In fact, more than a few companies have seen negative consequences from using too much sexual innuendo in their commercials.

Some companies have had their commercials banned from TV, while others have faced threats of boycotting and protests from concerned parents. Why still all the fuss about an age-old practice? It??™s not always about Puritanism??”the infamous ???moral majority??? has lost a lot of influence and power since the mid-20th century.

Nowadays, any sexual scandal you hear about usually involves sexuality being marketed towards impressionable children or teenagers. This is a classic example of mis-marketing. If you??™re aiming to sell beer to the young, over-21 demographic, then there??™s hardly a fuss about including sex in your advertisements.

Using sexual innuendo or partial nudity to sell senior living facilities? That would be another case of a bad marketing angle and one that would provoke many viewers.

Understand that while nobody wants to admit they have ???problems??? with sexuality, they are usually more than willing to admit there is far too much sex in advertising. So plan accordingly. Always consider the potential of using sex to sell a product. Yes, it attracts attention and it titillates younger sensibilities while scandalizing parental watchdogs.

This is all good for controversy. However, is it wise to use this factor if it could divide your audience and reduce your overall profit? The best minds in marketing know that sex doesn??™t always sell??¦but great marketing can always sell a great product, regardless of pheromones.