January 27, 2015~ Who’s changing the Auto Industry Today for the Better – For Everyone’s Benefit ?

Today’s acknowledgement goes out to Nicki White, Professional Salesperson~ Coyne Powersports, CA

"I practice the principles of unconditional love, respect and ethical practices, and in my opinion this is the foundation to building (and maintaining) a successful business. I greet each customer I meet with a smile and a handshake, introduce myself, as well as ask them for their name. I ask fact-finding questions, such as which unit they are shopping for, how/where they intend to ride, and what, if any, they currently ride. I do not focus on cost/dollars, as much as help to paint the picture of the fun they will have with the toy of their dreams. I feel it is important to get the customer relaxed with me, so they know they can trust me. Honesty is very important, and this is what I use to gain the customers trust. Once it comes down to talking the numbers, we are all more relaxed and they know that I am going to work to get them the best deal... It makes the sales process go smoother. By not talking about numbers or the unit itself and talking with a customer, and letting them tell me about what their plans or goals are, it puts the customer more at ease and it makes the sale less stressful.
I really listen to my customers and focus on what they are saying. By slowing down and not rushing through the process of the sale, the customer feels their time is just as valuable as mine, and they are not being rushed to make a decision to purchase.
In regard to increasing my gross profit, I write up every deal at full retail and allow the customer to tell me what number they are more comfortable with before presenting the offer to the desk. This allows the customer to feel they are more in control of the final outcome with the desk manager, and since I am on their side, they trust me to work for them to get the best price."

Congratulations Nicki! Thank you for representing our industry well, and changing it for the better!