Quote 65
August 18, 2021 | Nicole Clary
“Objections aren’t a sign that they aren’t buying — they’re a sign of fear, and that’s okay.”
Quote 64
August 18, 2021 | Nicole Clary
“The only way to lower a customer’s guard is to get to know them.”
Quote 63
August 18, 2021 | Nicole Clary
“The only assumptions that we can make are: Everyone who shows up on the lot has some intention to buy. Every buyer has a similar pathway toward trust that we…
Quote 62
August 18, 2021 | Nicole Clary
“Every person who walks onto the lot is different, and that’s exactly why we must treat them all the same. By that, I mean we can’t prequalify who can handle…
Quote 61
August 18, 2021 | Nicole Clary
“Sometimes, the best way to understand your customer is to remember the last time you were a customer yourself.”
Quote 60
August 18, 2021 | Nicole Clary
“Every buyer is going to be compelled by something different. Every buyer will have their own level of research and inspiration. Every buyer will have their doubts about whether they’re…
Quote 59
August 18, 2021 | Nicole Clary
“Buyers are there because they want to buy. Validate their excitement and show them how perfect that vehicle is for them. Convince them that they made the right choice to…
Quote 58
August 18, 2021 | Nicole Clary
“It’s the buyer’s dilemma — the customer’s burden. They come to the dealership with every intention to spend the money, but they’re nervous about spending the money. It’s like having…
Quote 57
August 18, 2021 | Nicole Clary
“Buyers know more than we do these days. They don’t need us to overwhelm them with more information than they already have — they need us to validate their emotional…
Quote 56
August 18, 2021 | Nicole Clary
“While we’re taught to memorize specs and rattle them off during the presentation and demonstration, most of our buyers show up with that information already.”
