Reman U
- Author: Noah Rickun
- Subject Matter: Management
- Issue: Selling
- You’re an artist – who paints the picture of what life will be like for the customer after you fix their car.
- You’re a helper – who helps make a good decision about whether to repair the car, which part is best, which warranty is appropriate and the right financing option.
- You’re a compassionate listener – who listens with the intent to understand rather than to respond.
- You’re a greeter – who creates a buying atmosphere from the moment the prospect walks in the door.
- You’re a resource – who provides valuable information, creative ideas and unique options.
- You’re an assistant buyer – who helps the customer buy.
- You’re a friend – who would never offer a deal you wouldn’t take yourself.
- You’re a value-provider – who focuses on delivering more value than expected and earns the sale with extraordinary service.
- You’re a teacher – who explains with patience.
- You’re a coach – who guides the customer and encourages them to make a good choice.
- You’re a relater – who helps the customer discover what they want and then helps them get it.
- You’re a liaison – who represents your company with a personal touch.
- You’re an advocate – who always fights for what’s best for the customer.
The most important part of your business is making the sale. Your title, however, means little to anyone but yourself.
- Pick a title.
- Pick a role.
- Pick one.
- Or, pick them all.
- Choose the one that makes you feel best.
- Choose the one that helps you frame your mission.
Now, go sell something.
Noah Rickun, aka Captain Reman, is the vice president of sales & distribution at ETE Reman. An aftermarket veteran, Captain Reman is known for sharing his sales, business and customer-service knowledge weekly through the e-newsletter Reman U.
