Never let a bad prospect make you a bad salesman.
Never be the last person to speak with a prospect.
Spend more time qualifying. Prescription without diagnosis is malpractice.
Do not knock the competition unless asked to.
Point out Porsche advantages based on your qualifying. Separate Porsche from the competition with quality, reliability, active safety, and driving experience.
Explain what the driver should feel on a demonstration ride.
Adjust the driver’s seat for your client before the demonstration.
Ask everyone for commitment to purchase. Ask the client who has made clear the purchase will not be today, when they intend to buy and why.
Verify objections. They may be false.
“Are you comfortable making the purchase today?” “What is holding you back?”
Selling begins with, “No.” Proceeding with no red flags is either order taking or a masterful job of presenting.
Turn commitment into gross profit.
Turn non-commitment into volume.
Explain best price. Delivery, commitment (win/win), earnest money,
“I presented our number to management.” He said that he would rather see __$.
No ultimatums.
Discuss numbers if the client insists. Make your offer vague and let them know you will not lose their business over numbers.
Explain why MSRP is usually the best value.
What would that black 911 need to do to have you take it home today?
Have you ever spent money to enhance your looks? It is said that a Cabriolet knocks 15 years off you.
Porsche is as much a state of mind as it is transportation. In fact, Porsche says, “We don’t sell transportation; we sell lifestyle.”
What would you like to accomplish today?
Very few people walk in and say, “I’m going to buy a Porsche today.” In fact, I’d be very wary if they did.
“I want a demo drive!” Red flag.
Is a demo drive the only thing standing between you and purchasing the Porsche today?
Are you familiar with tire temperatures and inflation? Why would you ask a cold set of tires to perform?
Porsche intends to be everything to someone rather than offer something for everyone.
While all cars have a brain, Porsches also have a central nervous system.
When you roll over a quarter, you can tell if it’s heads or tails.
Brakes that can stop on a dime and give you nine cents change.
Brakes that create inversions of speed that push your stomach down to your knee- caps.
Current product as the culmination of everything we know, so far.
Porsche, an engineering company that just so happens to sell cars vs. an automobile manufacturer with an engineering department.
Ham and eggs. Involvement vs. commitment. The chicken was involved; the pig was committed.
SUV’s and sedans provide the R&D money to advance the sports cars.
Be grateful, be incredibly grateful.
Boxster/ Cayman buyers are probably spending a greater percentage of their wealth than the 911 Turbo buyer.
Follow up your proposal with, “That’s fair, isn’t it?” They may be tough, but still want to be perceived as fair.