I started working for my dad, at his car store, when I was 14. I fell in love with the car business on day #1. I loved the exhaust fumes, getting greasy, and listening to the mechanics cuss and the salesman, telling the most exaggerated stories. I loved it all. That was in 1965.
I worked for my dad for years, gaining experience in every department. Then, in the mid 80’s, I became a trainer and traveled the United States for the next 35 years. I accumulated a lot of mileage points. This enabled me to see the world with my wife Jan…all on mileage points. It was a great chapter in both of our lives. After 43 years, my greatest claim to fame is that I am married to Jan. All our children, Renee, Trevor and Meghan, live in Rockford. This career move will give me a lot more time to be with my family, more than I ever had when I was traveling across the country, on training assignments.
Fast forward to December 2019. I decided it was time for me to close that chapter on my life. Not being ready to retire, I searched for a perfect fit. After careful consideration, I chose to enter a field that I knew absolutely nothing about. WINDOWS.
January 1, 2020, I went to work for KOBYCO, INC. in Rockford. Gary Kobylarz is the owner. Gary has been in the window business for over 40 years. He has a great reputation in the industry, and in the community. He handles only the best products. I fell in love with his values and standards for quality and customer service. I am having a great time learning about new ways that I can apply my skills in sales and customer service at KOBYCO, INC.
So, if you see me around town or in church on Sunday’s, stop me and say HI. The biggest adjustment I am having is the 3 ½ minute drive to work. After collecting over 3,000,000 travel miles over the past 35 years, coming home for lunch is a BIG adjustment.
And finally, if you need help with windows, patio doors, front doors, inside doors, awnings or closet organizers – you now have a friend in the business. Please give me an opportunity to show you my new love.
How many times have you asked the customer to buy – they give you an objection – you handle it and they still fo not buy.
Frustration – waste to time – so what do you do?
You did not confirm it was the REAL Objection, that it was the TRUTH. You left this step out.
That is what this technique will teach you. By using this technique you will stop wasting time answering objections that were excuses – “get-a-way” stories or “little white lies” customers use to not buy at this time.
Salespeople spend great amounts of time becoming product specialists, going thru all of the steps just to be re-railed when the customer states: “I want to think about it.” Or, “We don’t buy on the 1st visit.” Or, “We need to shop around.”
Too many salespeople have not been taught the technique to WELCOME those comments because they now have a technique that equips them to deal with those remarks and move them closer to the sale.
This technique gives you the answers. Will make more sales for you. Will make money for you.
Recently dealerships have learned that Owner Retention has been neglected over the past years and 50+% of there customers are leaving and going to independent garages after the vehicles are out of warranty putting repeat sales at jeopardy.
NADA statistics show that if customers are having their vehicle serviced at the dealership 70% of the time they will purchase again from that dealership. When having their vehicle serviced elsewhere, that number falls to 35%.
One of the biggest problem areas is with Orphan Owners. These are customers that purchased from the dealership and the selling salesperson has quit and not following up with these customers.
In this video, Scott shares proven techniques on how to profitably follow up with Orphan Owners and make additional sales to them as well as selling additional vehicles to a salespersons current owner base.