MAN ON THE STREET

[Music] what's the first thing you're teaching well first thing you're teaching me you really don't teach them that you teach them how to greet people and talk to people and introduce yourself talk nicely to people and sell yourself first is like my philosophy on teaching then you want to be needed all time how do you teach what do you do what do you tell them bobby how do you get through to them that they're supposed to be nice and polite well it's very simple if you're right to anybody most people respond very well to you you read them and they're going to agree with you if you put your hand out to shake hands with somebody there put the hand right right there it's all very simple are you a handshaker yes i am i like to shake hands and i like to know who i'm talking to and lots of times they ask their name and if you give your name most time people will give you their name and then from there on in you use a username when you're talking to them are you a first name basis or a second name well no sir i would be a second name unless i knew real well i see i would be mr and mrs well do you how do you get this through to the new person you just sit down well i i tell them and then i also talk with them and show them and they follow me around lots of times and see how i do it and once you have the customer in your hand since the speaker then you can go ahead and park your product but until you have that customer interest in you personally well then it's hard to sell your product what do you do uh okay then the first thing you do is teach the guy how to be personable or the latest in my [Music] well because i think it's very neat appearance to have a white shirt and tie on for the greek people if i walk in the store myself and someone greets me in a polo shirt or something like that i'm not interested in buying because i just feel that they're not a good sale we operate about 120 trucks and cars in addition to that we have some 100 additional pieces of moving equipment mobile equipment such as uh air compressors welders things like that that all require tires uh i want to buy a tire and i just wanted a price you know i wanted to try some tires and see how much they were did you mean to buy a tire when you came in here i want to buy one but i don't know if i want to buy it here you know oh well i had a blowout on the tire so my husband called to find out if we could get them here quickly and they said we could get them within 45 minutes so that's why we came here greet or acknowledge the customer promptly let's see what actually happens and how customers feel about it a lot of places you go into where you can there'll be all these guys standing around but nobody will help you yeah get kind of frustrated i've left a couple places you know so that you stand around you know you don't want to wait well i just got mad and left i just did i just said the heck with it so then i come over this store this customer took the time and trouble to come into your store how much longer are you going to keep him waiting i didn't like his attitude this man is still waiting to buy be with you in a minute how did you get treated this morning very nicely man came right up to me and i was promptly taken care of how many of your customers are as patient as this man and if you listen you can always get a hint as to what this customer really needs and then it's up to you to sell them what you feel that they need well the reason i'm buying we're leaving in a couple maybe a week or so and uh i wanted them for the long trip what kind of tires did they sell you well uh this time understand i just wanted one time but uh rethread i mean you know well the main reason is that it's a very durable tire it's a belt tire you know uh in the experience of several my friends is uh practically uh the best title you can buy now and that's one of the reasons i understand you try to keep your tiles as in good shape as you do your motor in your cars is one of the safety precautions of your time look at your customer's car if possible sometimes your service manager can be helpful they both went out and looked at the car as this gentleman did here and i don't know what that was for i told him what size i needed but there must be some sales idea why he went out look at the car but they all did that and then what do you do next topic well and then your next big important thing is to teach them the product teaching the product so many people do not know the product and it's very important to know the product because if you were taught in tires and someone asked you a question about them you should know the answer and i don't mean you have to tell them i make forge or anything like that entire but you got to tell them the difference between the grazer bars and why they should buy one tire against another tire how do you teach that well you just it takes time i mean you just uh you can't teach that overnight you got to learn the feel of it and go from there and everybody sells different you know what you bought no uh it's a long mileage tire long mileage uh tubeless do you know what brand it was uh rich i believe i'm not sure what's the first thing you tell a guy who doesn't know anything about tires about the product well you have to have a lot of literature on the product you start with and then they should take that home and read it well it began with him selling and then i bought them but uh he sold those stars to me over there i think by describing them to me the main thing is don't talk so fast that you can't listen i mean if you're giving a product story it's fine to give explain the product to your customer but if if you're doing just like you're doing now you're not saying a word i can't sell you well no definitely parents should be taken out of the wreck how to use what are you taking out and have the customer just actually touch this just like touching the tire right there believe that most customers know what they need no they do not you must tell them what they need most the average person driving a car doesn't even notice anything on the cars up around wheels do brands really make a difference to you today yes i would always go by a brand name um good ridge firestone i think they do have a lot to it you have other brands national is like one brand or pan am is another another brand minor brand um i'm certain that they buy more or less re-rejected tires from these larger larger firms and sell sell it on their own just because i argue price i don't buy price i'm looking for the product at a price well you leave it as long as you can as far as the actual price goes you've actually got to sell the product first and then you come with the price once you've got the customer say well that's the tire i think i want then you come to your price but as long as you stay away from the actual price my price on these tires was 58 something i think all taxes that's when i'm buying thing i like to know the whole works everything put on and so forth what this man shouldn't have done is he should uh total up a a price you see when i've gotten on the rack here when he was gonna put the bow ties on i quickly added them up since i i do do the type of work and i was going to walk into a 60 60 dollar bill um for heaven's sakes tell a man that you're the how much it's going to cost and it's time for the price quoted quickly and completely so i'm out here somewhere it's four o'clock it took him too long to figure price uh any place that i have gone recently uh that's the third place i've been today i was a good deer and i used to royal and that's what i have on the front and it didn't take half that long give me a price i start to close right after i start talking if i can close it fast good i start closing right away i thought he was a very good salesman did you you answered all my questions from what i thought properly was there any key question of the answer that made you decide to buy oh no i guess the main thing i liked about him wasn't high pressure he let me decide just the customer said well look all right you're not ready to buy now but let me get a good look at your tires and get him up on the lift and then you can actually show him that he should buy now nicely i mean if you can get the car up on the lift and i do not mean put a car up on the lift before you try to sell the customer i think that's very bad because uh i know if i drove into place and somebody as soon as i got a car to drive my car on a lift and lifting it up i'd be mighty angry but if you have a right to do it if you ask and then they are also asking me so you don't say if it's when you put these on which is now 27. oh you're buying four one glue but you're buying four yes we need all four well if you if you really do need tires today today to buy them because you do have that special one well lots of times you have to you have to ask for the business i mean the customer itself more than nine times out of ten will not tell you to go ahead and put the car then you have to ask him to put him on and this this is uh this is the tough part of selling actually is be able to close the deal there's many a good sale and puts his product across and everything else but he does not he's not a good closer the main way of closing got lots of little tricks to closing there we have a customer that says well i'm thinking oh i'll see you tomorrow or something like that i said well sir i'm sorry did you feel that way and you'll say what do you mean you're sorry well because actually i have everybody free here now we get right on you get you out in a hurry and i've got the mechanic here can look over your car and we're not that busy and i said well we may be busy and he won't be able to get his fast service so he uses all kinds of little tricks to to actually park them in the building right now it's not actually tricking because once your customer leaves there you may not come back you may not if you can get one right then and there it's the best thing you