| Many sales professionals today use a casual | | | | I'm not suggesting that the casual sales approach |
| approach. In fact they consider it part of their | | | | is wrong. It just needs to encompass actual sales |
| arsenal of sales skills. They go out of their way to | | | | skills. In other words, one has to use sales |
| avoid the stereotypical salesperson that rubs | | | | techniques within the casual approach. A sales |
| everybody the wrong way. While we certainly | | | | philosophy, while nice, does not sell. Sales |
| want to avoid being annoying, acting too casual or | | | | professionals help people make decisions. This is |
| too friendly can actually hurt our sales. Case in | | | | especially needed in the car industry where there |
| point... | | | | are more options, packages, and choices than one |
| Of all places, I never expected to encounter an | | | | can shake a stick at. |
| over-casual sales professional in a car dealership. I | | | | I wonder what this sales person was thinking. |
| mean this is where the overbearing sales guys | | | | Was he just hoping I'd whip out my checkbook |
| aggregate, right? Yet, my sales person stated: | | | | because he was such a nice guy? The casual chit |
| "I'm a low-pressure guy. I'm not looking to push | | | | chat was annoying. I wanted to get down to |
| any one. I let them make their own decisions." I | | | | business! In short, had this sales person asked me |
| thought he was just using this as a sales | | | | questions (rather than small talk), found out my |
| technique to make me more comfortable. | | | | budget (instead of assumed), and actually asked |
| However, not once during the hour I spent with | | | | for the sale, he would have made a sale on the |
| him did he actually ask for the sale. Do you think | | | | spot - he did not. |
| he sold me a car...? | | | | |