Notes On Achieving A Successful Close Of A Car Sale
by: Mak |
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There are several important factors to take into consideration when closing a sale with a customer who is purchasing a new or used vehicle. I believe that the close of the sale is the most crucial time of the sale that can make or break a transaction. However, your first approach with the customer is equally important and could very well be the begining of the end.
Once you have established your customers desires and needs in their new vehicle, it's time to show them what you have to offer and get to the best part, the test drive! Always show courtesy in this area, opening the doors for your customers, making sure they are comfortable and able to pay full attention to the ride without distraction. You will want to point out features the customer might miss when in the drivers seat, and make sure to show your enthusiasm for the car as well!
Once you have taken the customer for a test drive on a road that you have chosen, stop somewhere like in a parking lot and let the customer take the wheel for the ride back to the dealership. Just prior to the customer taking the wheel, be sure to emphasize on areas that interest the customer like performance, safety, horsepower, etc.
Once you are back at the dealership, have the customer pull into a spot designated especially for delivery. The delivery spot will allow the customer to feel as though the car is practically theirs already! This also can make the customer feel they are now deeply into the sale process, and shouldn't back out just yet.
After escorting your customer back into the showroom, find a cool quiet place in which to work. If the customer feels comfortable and important, they are less likely to become impatient if the deal takes a bit longer than they think it should. Treat the customer as if they are the most important person you will deal with that day!
Before you begin discussing numbers, have all of your necessary forms and paperwork ready and available. A good sense of organization also makes it harder for the customer to have a sense of them being in control of the situation. Also have a standby closer or backup salesperson on standby, in the event that the customer becomes too difficult to negotiate with on your own, or you have to leave for any reason. Always present yourself as their friend, the civilized guardian between them and the sales manager. Give them a sense of you being on their side to help them reach the best price.
Make sure to keep neat and legible notes when speaking on the phone or in person with the sales manager. You want the customer to feel they are important enough for more than just some scribbled lines on a paper!
When discussing numbers with your customer, you want them to feel as though they have negotiated the best deal possible, the more they feel they have controlled the price they pay, the happier they will be at the end. To accomplish this, make sure to leave yoruself room for negotiation! If your sales manager offers 4000 for their trade, tell them 3000 and allow them to take the opportunity to haggle for a better offer! This practice can apply to the down payments as well, if the manager states 2000 down, offer them 4000. If the customer feels as though they have saved alot in the deal, you are more likely to have a successful close to the sale.
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