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A Ford dealer named Lee Kemp had the vision to create a testing tool that would allow him to select the most successful sales people.  After significant time and investment, his research revealed the personality characteristics that were most predictive of an sales person being an excellent team member in his dealership.  There were four primary traits.  First, they needed to be motivated, energetic, and enthusiastic.  Second, they needed to be curious about people.  Third, they needed confidence and good judgement when helping customers make decisions.  Fourth, and perhaps most important, they needed empathy.  It is an uncommon talent to understand customers.  That talent allowed them to address stated and unstated desires.  The customer got what they wanted and they felt good about the process.

Compassionate auto sales.

--Dave


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