The key ingredients for car salespeople to close the sale

Since I'm in the automotive sales training industry, a lot of my students are always asking me if I could show them a new quick close. Let's get something straight. There is NO such thing as a single close that works all the time. One of the last steps of the sale is to close. But closing really is started at the beginning step of the sale and throughout the entire sales process. Take a look at what I mean.

A Basic outline of the sales process in the car business:

1.First impressions 2.Greeting 3.Rapport building 4.Qualifying 5.Presenting the vehicle 6.Demonstrating the vehicle 7.Asking for the order 8.Getting a commitment to purchase 9.Pre-Closing 10.Re-Closing

If you notice above, closing is one of the last steps to a sale. So me teaching you to perform a quick close will not be effective. If you want success, then stick with the basics and stop skipping steps. You see, all of those steps are some form of closing disguised as another step. So closing starts the minute you established a first impression with your customer. So you must thoroughly go through the basic step before you can close the sale.

What's also important is following up and prospecting. If you stop doing that, then you significantly lower you chances to get a customer in front of you so you can perform the basic steps. So prospecting and following up is the key to getting customers in front of you.

If you want to make money then why would you skip steps?

As I observe so many average salespeople, the biggest problem I see is they are all trying to take shortcuts. You have to follow the system. Greet your customer, build rapport and qualify them properly. Show them the car and take them on a demo drive etc. Build as much value as you can so all this will justify the price. Think about it. How can you expect to close the sale if you haven't built value yet? Follow the basics and work your way to the close.

Let's say you greet a customer, they tell you what they want. Then you just jump right to into the lot to show your inventory. You're still skipping steps. You didn't build rapport or qualify. Chances are you'll lose another opportunity to close the sale. And if you do close the sale, it will be a grind out 10 hour long process based on price.

Quick Tip: Closing a sales based on prices is costing you a ton of money. If you want to earn a professional 6 figure income in the car business then you need to start selling on value not price. And that means following the basic steps of the sales process continuously with every single customer.

About the Author

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