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The key ingredients for car salespeople to close the sale

Jun 6, 2008
Being a car sales trainer I'm always asked "Mak could you teach us a new quick close?" And my answer was always that there is NO single close that will always get the job done. In a step by step sales process you'll notice that closing is one of the steps towards the end. But in reality every step in the sales process in another disguised closing step to help you sell the vehicle. Here is an outline

A simple outline to the basic steps of a sale:

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

Look at the steps above. Closing is way towards the bottom of the sales process. So if you try to trick your customers and try to close in the beginning of the sale, this will not be effective. You achieve success by NOT skipping steps and following the basics. All of those above steps are a form of closing. You just don't see it that ways because it's disguised as more work. You must take ample time to follow the basics with every customer. If you do then everything you're doing is helping you to sell the car.

But more importantly, if you don't follow up or prospect then you will have pretty much have no one to perform the basic steps to a sale on. So in order for you to get customers in front of you, you must prospect and follow up effectively.

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.

What if you just met a customer and they tell you they are here for a certain vehicle. What would you do next? Do you just dive right into your inventory and show them the vehicle? What happened to building rapport and qualifying? See, that's how you're skipping steps. You're loosing sales because of this. And if you do close the sale then I'm sure it was a grinded out process based on price and not on value.

TIP: If you're closing on price then you're leaving a ton of money on the table. So in order for you to maximize your earning potential you need to follow all the basic steps no matter how long it takes instead of spending all of your time negotiating price.
About the Author
Atten: Car salespeople. Recieve your free 5 part mini e-course on car sales training. It's a must read for car salesman and women in the automotive business to help you sell more vehicles.
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