...on emotion.  We do know the profile of our buyers and whether or not they spend their money will depend on your ability to move your prospect from a logical state (Left Brain thinking) to an emotional state (Right Brain thinking).  A sales presentation should have concepts built in that motivate the prospect to morph into a buyer-moving from that logical position to an emotional desire to make change and spend money.  V.A.K. is one valuable secret that can be a powerful tool to enhance your abilities to communicate using three very positive motivators. 

Visual – Auditory – Kinesthetic are three key motivators that produce results. Learning to prepare your value presentation with these factors in mind only makes sense, as you will find out after reviewing these key factors:

Visual = A visual type person is a customer who focuses on colors, how things look and the appearance of things. They must be impressed with looks or the appearance.

Auditory = An auditory type person is a customer who likes the sound of things. The sound of doors closing, how the stereo system sounds, or how quiet the motor runs.

Kinesthetic = A kinesthetic type person likes the feel of things--how the seats feel, how smooth the finish feels, how strong your handshake is and so on. Another key to understanding the process that the customer is going through is to consider that most males are very Visual, and most ladies are very Kinesthetic. V.A.K. and 'Fact-Finding' can be two dynamic tools you can count on during the “Sales Process.”

A 'Sit Down' Fact-Finding process using V.A.K. will enable you to determine your customer’s motivators and feelings. The Fact-Finding process will enable you to manage your control during product selection. Controlling the sale is not an overnight process. You will have to practice the procedures diligently. After many hours of practice, you will find that control will become part of your subconscious and thus will become second nature. We call this 'Unconscious Competence.'

By making the commitment to develop control, you are making a commitment to increase your production; thereby enjoying higher income and a greater satisfaction of doing a good job. That is the kind of commitment we all enjoy making, right? The objectives that we set out to achieve are simple and require that you implement these strategies in order to best control your customer and yourself, while at the same time giving your customer a pleasant and satisfying purchasing experience.

YOUR OBJECTIVES SHOULD BE:

• To Emphasize The Importance of Control using V.A.K. The results are increased income. This fact alone should make you want to improve your abilities.
• To Learn The Faults of The Average Salesperson. Certainly, you do not want to view yourself as average, as we say average is “the bottom of the best and top of the sorriest.”  After self-examination, you should be able to identify weak areas that need improvement.
• Control What You Say and Keep The Ball in Their Court. Keeping the ball in the customer's court is what keeps you in control. Do not ask "Yes and No" questions; rather ask questions which lead to a buying commitment.
• Ask For The Order, Close More Sales. Getting the commitment is real control. Only a small percentage of salespeople know how to ask and even fewer ask more than once.

• How well are you doing in your sales process?
• Are customers approached promptly?
• Do you let them 'Land' on a vehicle first?
• Do you give your name?
• Do you ask for the customer's name?
• Do you practice sit-down 'Fact-Finding'?
• Do you use a fact-finding card to develop customer information?
• Do you make a value product presentation?
• Do you provide a demonstration drive?
• How do you start the write-up process?
• Have you actually asked a customer to buy today?
• Do you use V.A.K. to have customer control?
• How do you present the service department?
• Do you provide a trade evaluation?
• Do you allow 'Management' a T.O. (turnover) opportunity?