Paul Cummings is speaking at NADA 2015 in San Francisco! Click here for the full list of workshops and descriptions. Paul will be bringing you new Winning Words at 2:00pm on Thursday the 22nd in the West Moscone building, Room 3018, and again at 10:30am on Friday the 23rd in Room 3009. Enjoy this glimpse into his presentation:
Today’s technology-driven consumers hold a wealth of information at their fingertips. Between social media, online reviews, and smartphones, customers arrive at the dealership more educated – sometimes, more educated about the very product the sales professional offers. A power transfer has occurred. Without the right words, sales teams are grasping for straws, trying to win the customer’s approval only to come up short and lose sales.
The winning words sales and service language pathway was created with today’s savvier customer perspective in mind. Customers must sense a service mentality, but this can only be communicated with words. Customers must sense the integrity and values of the salesperson and the dealership, but this can only be communicated with words. Words matter. Words must be mastered, and they must be mastered quickly. Attendees of our workshops will be blown away at the array of new bullets and talking points to choose from. The innovative talking paths presented destroy the myth that scripts are the only way to sell. Each bullet has been designed to better connect to customers, to convey a commitment to service and excellence. Furthermore, each bullet can be mastered and implemented into customer conversations quickly and seamlessly.
Paul equips sales professionals with countless language pathways, but this workshop goes a step further. Attendees leave with the skill to make it their own, the skill to authentically speak to customers with casual confidence, not arrogance. Each interaction with customers must be enhanced with what is being said and the way it is spoken. It does not matter how much the sales professional knows if he or she communicates in a callous, uncaring manner. Customers only listen to salespeople when they sense a genuine desire to serve. Money follows service everywhere it goes. Go to paulcummings.com for more information and fun videos.
