Biggest sales problem.

[rockchip]

Here in so california finding new customers is no problem. I deal stricly in large fleet accounts. I been in business for 23 years and love the freedom its given me . The only obstacle that i have encountered in sales is my lack of motivation. The large fleet work is there.

[GlassStarz]

Back to the original one guy complains that the $55 first scares em off another jumps in and tells him he is doing bad for the buisness by charging $10 for additional on the lot to the first I would say on several of my accounts I charge $65 to show up and do everything on the lot for $10 each but each customer is different and thats where the salesmanship starts you have to judge the customer and close acordingly. On the ones where you give the bulk fee just make sure you are making enough for the stop its better to stop at one for 2 hours and make $200 than drive to 3 for the same in the same amount of time. We used to have a twit on the board who would drive 100 miles to do a repair for $50 but thought doing three in his area for $25 in tha same amount of time was below him go figure lol Cahrge what you can and get the buisness you can always slowly raise your prices once you are in.
My most common for me when in the fleets is a flat fee walk the lot make a list and go in tell them you saw so many and will fix them all for _$ part of my pitch is I smile and say ¨If it saves you from buying one windshield you are ahead of the game money wise¨
Its a pretty easy sell just practice. When I first started sellin Cars I sold my self a hundred in the mirror and my wife a couple hundred more before I went out and actually sold one. PRACTICE PRACTICE PRACTICE Many can sell as nature others have to be taught some never get it.
I was lucky enough to have it already but that doesnt mean I didnt practice and fine tune the Art Of The Close Be friendly stick you hand out and smile be genuine not a canned speach. Ask questions and listen to the answer. as far as the others wanting to keep thier so called secrets to themselves I say What the heck are you doing here then. This is a board for sharing ideas and techniques in the trade if you somehow are bent out of shape because someone dares ask how to succeed maybe you shouldnt be here after all that is the purpose of the board isnt it

[D2D]

Great post, 'Starz,
I frequently remind myself that the highly paid professional athletes still go to training camp every year. I'm in my 14th year of WSR and still constantly read motivational material and practice and revise my skills.
I was afraid my earlier post might come across as arrogant but those facts about who really "gets it" holds true across the board.
I decided earlier this year to just put whatever might help another guy/gal be a little more successful on this forum.
I keep saying that certain threads belong in Business Development but they just land and stay wherever they're posted.
My technical methods are not open to debate or discussion so that's why I stay strictly with Bus Dev.