Tell a Story = Sell A Product
The UDS AutoMenu sales process is comprised of three parts; The Interview, The Menu Presentation, and Gaining Commitment. This article can boost your success in the third part, Gaining customer commitment to purchase additional F&I products through Stories!
"The human mind is a story processor, not a logic processor." - Jonathan Haidt, NYU Social Psychologist
Believe it or not, that's true. Relatable stories instantly make sense without the brain needing to decipher sales or persuasive verbiage. Offering a story that a customer can place themselves in leads to their own determination on needing the product you are offering because it seems real and possible.
There are five elements to a good story, and using them properly will drive your F&I Product sales.
- A Time or Place Reference
- A Person It's About
- An Obstacle or Problem
- A Goal
- What Happens
Take some time in the coming days during your down time to write out a few compelling stories for some of the products you offer. Be sure to rehearse your delivery on a colleague and enjoy the success those stories will bring.
Click the image below to watch a brief video explaining the storytelling process.