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Dealers - What is the #1 reason a customer buys a Spa from your dealership ??
Okay, this isnt the answer youre looking for, but in all fairness, its the truth. I am only wading into retail as a part of my business, so Im probably not the ideal 'dealer' to answer this--- But this is my opinon...Most customers buy a spa from me (and other dealers) to fill an emotional or egotistical desire rather than a genuine 'need'. A small percentage actually buy a spa because they actually require it for physical therapy uses (I estimate that number to be about 3-5%).If you listen closely to the sales patter, most dealers will lead the conversation into the realm of imagining the spa in your yard, imagining how the spa will 'feel', offer the idea that the spa is a place to 'connect' with your significant others, and will otherwise improve your life.... They sell you ideas,...seldom do they ever sell the spa as a 'need', or a life necessity. All those things are an emotional appeal and pretty well quantify the reason why people buy a luxury item like a spa.Things like customer service, after-the-sale support, company longevity, product reliabilty, and a dealer's trustworthiness are all valued attributes of a professional retailer-- but arent the true reason why people buy a spa... Case in point- people are sold on spas and hot tubs through the internet daily as a life improvement product without assurances that they will be served after the product shows up...And in my opinion, there's nothing wrong with that. A customer doesnt need justification for buying a product that they want, and dont necessarily need. But, I think its intellectually dishonest to say that a prospect buys a product like this by virtue of a genuine need or the trustworthiness of a particular dealer.
It usually comes down to the sales person. Friendly, not pushy, relational, HONEST, caring, smells good,good hair, no bad breathe, etc.