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Driving, across the country or merely a state line or two, is the quintessential sport. Our cars transport us to destinations like family reunions, vacations and honeymoons. You won’t find it on the front page of the sports section, but driving, windows down, music blaring and sunshine hot on your face has become a tradition that’s getting more popular every year.

Like lemonade stands and drive-in movies replaced by today’s mega-theatres and air-conditioned malls, cruising has evolved to include not only today’s safer convertibles, but other vehicles that lend themselves to the particular tastes of the driver.

They say getting there is half the fun, and if you’re driving one of this year’s newer vehicles to your vacation destination that really will be the case, says John Davis, host and executive producer of MotorWeek, a weekly automotive magazine show produced by Maryland Public Television.

Davis says you’ll be seeing a lot of pickups, SUVs and convertibles out there; and unlike in past years when people might rent fun cars specifically to drive on vacation, the latest trend is for people to travel in their own vehicles. It’s a comfort thing as well as being more economical, says Davis.

Besides, you can almost customize what you drive these days. People are buying vehicles that are good for more than just getting to and from work and running errands, they’re buying cars that have a lot of storage space and are also fun to drive, says Davis, whose show tracks trends in the automotive industry.

So-called cross over vehicles, which combine the features of a car with those of a sedan, minivan or sport utility vehicle, are really gaining in popularity. They are the widest, most imaginative group of vehicles to enjoy in the history of the industry, says Davis.

Vehicles that fall into this category include the Pontiac Vibe, Subaru Baja, Honda Element, Scion xB, Chrysler Pacifica, Toyota Matrix, and Chevrolet Avalanche. They cover a broad range of prices from under $15,000 to well over $40,000.

*Safety Issues

They are very versatile, there’s no doubt about that, says Davis. But like the traditional SUV, they tend to be tall, and taller vehicles by their very nature can roll over easier, so you still need to be extra careful when taking corners.

Rollovers can also be a worry for another popular summertime car: convertibles. They tend to be slower to respond to driver inputs because they are heavier than your average sedan, but Davis points out, they have come a long way. Convertibles used to be flimsily made and clumsy to drive, and really rattled over rough roads. Now they are better built, with better suspensions, and are much safer. Along with front airbags, many convertibles can be ordered with side impact airbags, while a few have pop-up roll-over bars that automatically provide extra protection for occupants. Most also offer electronic driving aids like anti-lock brakes and electronic stability systems.

Cruising still has the devotion of the American driver as it has for years, but with some 210 million registered drivers on the road, it does require us to be more conscious. Not just about safety, but other drivers, and local laws as they relate to aggressive driving and cell phone use. So, toss the cell phone in the glove compartment, strap on your seat belt and enjoy your next road trip.

Author: Gary Bloom, distributor of auto lifts or car lifts.

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Potential customers generally raise objections for three specific reasons. Two of these are easily handled. The third however, normally points to a fundamental breakdown in the sales process. All is not however lost, and while most of these can be overcome, it is important to understand why they arose, and ensure future sales do not fall into the same trap.

Negotiation tactics is the first sales objective.
Assuming that your buyer fully appreciates the value that your product will bring them, some still need to get a “deal”. The range of people looking for a deal can be entrepreneurs, professional procurement and government departments.

You must get the customer to reiterate the value that they are getting first and foremost. This will strengthen your negotiating position. If it is confirmed that they really need this, and that they truly believe that you have the best solution for them, you must make a judgment call. This in effect means that you must also look at the lifetime value of the customer, and whether winning the immediate negotiation, could affect future relationships. Remember, we must always strive for a win-win scenario, since good customers become long-term partners!

If you feel you need to still do a deal, try and throw something into the deal that they need. Why - because a discount comes straight out of your profit. Giving them a value added service, not only costs less, but it gives them a deal, while making their life as a customer even better.

Competitor planted is the second sales objection.
Very few sales professionals operate in a vacuum. They normally have to face competitors at many different stages in the sales cycle. The earlier you face them and help the customer reject them, the easier your job will become. Many top sales professionals, who know that their customers need to go out to tender, help the customers, write the Requests for Proposals (RFP). I always remind sales people that I work with - “if receiving an RFP is a surprise - losing it shouldn’t be!”

One of the competitive tactics, I teach, is to “Raise the Bar”. What this basically means is that if you’re neck and neck in a competitive bid, throw in some additional features or benefits, which the customer may need, that you know your competitor can’t deliver.

A great tactic, but what do you do if this happens to you? You need to test if this is a genuine requirement. You need to ask them how valuable to their business would having this requirement be. You also need to confirm whether or not it is a sale breaker. If it is, then either walk away, or see if you can match their need in a way that still benefits both parties.

The final sales objective is genuine Ccncern, or an expectation gap.The final type of objection arises normally due to a lack of qualification, or indeed not following an appropriate sales process. If at the close, a potential buyer is still not convinced, then either you have closed too early, or you have not addressed all their concerns.

At this stage, you need to find out exactly what the issue it is. It may be one of lack of authority - they can’t actually make a decision to purchase, or is could be because they have not matched the value your product can give them, with their needs and expectations.

Price should certainly not be an issue, if your customer appreciates the value of the product or service. Size and financial viability also fall into this category, and there are a number of ways of turning these around to appease the customer’s concern

The most common reason, and indeed the easiest to solve, is the “prove it” objection. Like all others, this should be confirmed as the last remaining question, by asking something like - “If we can do or show you that, will you go ahead”. A selection of proof points may be a pilot, a reference visit or maybe a factory tour if you manufacture your own products.

Author: Chris F. of Garage Gadgets, Inc. sales and service of car lifts or auto lifts.

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