Unlike passenger vehicles, Hino vehicles are for the most part made to order. This means its extremely important for those of us in sales to understand how customers will be using vehicles and what they will be moving.
We often reference our clients’ current vehicles when we spec out new vehicles for them.
We need to listen to their opinions and tease out what is important to them.
We communicate well and clearly with customers so we can discover exactly what they want and need, even if we are meeting for the first time.
I think the tendency is to see the vehicle delivery as starting from zero.
Rather, when I start talks seeking a sale, I see myself as starting from a negative position. So, I can take it to being a bit on the plus side of the spectrum, then I can convert it to an order.
I deliver the vehicle with a trusting relationship in place and consistently follow up to make sure things are good.
So for us in sales, it is very important that we have detailed discussions in advance to ensure
that we can get vehicles back to them from service by the promised date when one comes into the
Since we are the point of contact for customers,
it is important that we accurately convey the information from the customer to the technician.
It’s also key that we make sure the information flows both ways and convey what the tech says to the customer.
When this facility was completed, we would show around customers who brought their vehicles in to be serviced.
I think we are a friendly company.
That said, when I visit customers without Hino vehicles, they sometimes have an image of Hino as high-end vehicles. That can be a bit of a hurdle at first.
So, there can be a gap between myself and the preconceived notions of prospective customers. My job is to narrow that gap in a tactful manner.
Some customers call our products amazing and really tout the Hino brand.
It is important to conduct sales in a way that does this praise justice.