I took a limo from my hotel to Dallas airport this week.  It wasn’t because I have a lot of cash to waste on a limo when a taxi could do.

Rather, I was informed that over 7,000 Mary Kay reps are in town and have used up all available  taxis.  I guess they left their pink Cadillacs at home.

So limo it is.

I was picked up right on time by the limo service owner himself and we started chatting on our way to the airport.
I loved talking to taxi (and limo) drivers because they seem to always know the best place to eat and the best place to go.  They have their ears and pulse on the city—wherever I go.

The driver, named Abdullah, asked me what I do for a living and I said, “I am a sales trainer. I train sales people how to sell without being pushy.”
“Perfect! You should teach car salespeople how to sell!” he exclaimed.
Then he proceeded to tell me how a pushy salesman lost a big sale. His story went something like this: He went into a GM dealership with the intention of buying six luxury SUVs for his business.   He knew what he wanted. He spent months researching and needed to see the cars and test them.  But as soon as he walked in the dealership, the salesman was onto him. He was “breathing on my neck,” he said, “telling me all kinds of specs I didn’t care about.”  So Mr. Abdullah left the shop in a hurry.

“He treated me like a moron—someone who knew nothing about cars.  I am a businessman who researches what I need before I go shopping.  All I wanted him to do was help me—not sell to me,” he said.

So he went to another dealership.  He told me how he purchased his six Lincoln Navigators from this one dealership.
“I walked in and the salesman came to greet me. He said, ‘All our best cars are here in our show room.  Take time to check them out, get to know them, and if you need to take one of them for a spin, I am right here to hand you the key.’ That’s it, and I was left alone.  After that, I told him what I want, and the price I wanted to pay. He helped me get what I wanted.  I left the shop a very happy man.”

The moral of the story?  First assess, then ask questions, and always listen.  The sales pitch comes later in the sales process—much later—and not before.

Stop wasting prospects! Learn the sales process, which you can download here. <<