From Happy Students
I have an excellent story regarding the usage of knowledge of the V.A.K. program. I had previously met the husband of a couple to discuss ordering a new Porsche Panamera for his wife. He wanted to talk about facts and figures and hear about the car.So we sat at my desk and discussed it at length.
When he came in a few days later with his wife to sit down and talk about ordering a car for her (birthday present) we started to review everything that we had discussed on his last visit.( Again, just sitting at my desk). I noticed that his wife was getting a little annoyed and impatient with the conversation, and actually suggested waiting to order until she could see the car (which won’t go on sale until October 17th). That’s when the light bulb went off-she was a visual person.
I immediately stood up and asked them to follow me to see some samples of exterior and interior colors. Fast forward 1 1/2 hours and they were signing a purchase order agreement and giving me a check for $10K as a partial payment for us to place the order!
Thanks for the training.
I just got out of your sales masters workshop and came down stairs on the show floor and within 10 minutes got a fresh up. Now I was pretty excited to be able to test out some new tools so I walked up full of energy and was looking for VAK signs right away.
I was pretty confused at first because he wouldn’t talk to me! It was hard to get info on what he was looking for so I had to ask lots of questions and really dig to find out what he wanted. I soon realized that he not talking and the fact that he kept looking around was making him out to be a Visual Kinesthetic person. That helped me proceed and get him in a new A4 and just start driving. I first drove and took him on a fun drive since he was younger and seemed like an aggressive driver. I showed him the route and then had him drive it twice which made it so he was comfortable with the route and he drove it like he owned it.
Within 1 hour after your meeting I had a car sold and it your workshop helped a lot so thank you and I hope you visit Maplewood Audi again soon.
Thank you for your kindness and all your help, Paul. You were the first of many to inspire me in the car business when I started 10 years ago this October. Since then, all my perceived limitations and excuses have fallen away in astounding volume.
The information and enthusiasm you so effectively transmit is still an influence on my cognitive processes all these years later. Beyond that, you’ve highlighted many areas of study which have since fascinated me.
I’ve enjoyed my gradual, but consistent, escape from the Matrix…
I strive to give everyone I have the privilege of training the opportunity to view their own potential from the same perspective, as succinctly as you have.
You’ve made a lasting impression on me and I’m grateful for this opportunity to express that to you personally.
The day after the training I overheard a customer talking to one of my advisors. He was inquiring about a different set of wheels and tires. My advisor started to question him on what he liked, I noticed his eyes dart to the left top corner, through the conversation I noticed the customer start to lose interest.
I stepped in and introduced myself, realizing he is a “V”, walked the customer to the car and had a wheel rolled out from parts and put on the car.
Several minutes later he authorized the wheel replacement, turning a $200 oil change into a $6424 ticket.
We have used various trainers and I can say that your approach and technique to the system of selling in the auto industry is probably the best that I’ve seen in our dealership.
It was a pleasure attending your Conversational Selling Program. What made it so great was not only all the valuable information you showed us but all the fun we had learning it. Thanks very much and we all are looking forward to our next program.
Well, it’s truly amazing. The day after I got back I started sending the pleasure-pleasure cards to my prospects that I’ve had into the dealership and a customer called me today and said he’d like to do exactly as my card stated, to call me and tell me as the card read, “Mitch, let’s go ahead with the Boxster.” Wow!!! That was so cool to get that phone call—–thank you!
This course, primarily presented by Paul Webb, was on of the best I have ever had the pleasure of attending. Both MOTIVATIONAL and EDUCATIONAL . . . OUTSTANDING. Thank you for a product worthy of Mercedes-Benz.
I wanted to take the time to tell how much I learned and enjoyed your class, after 20 years in the car business I still realize that you can never stop learning. Again thanks to you.