The key ingredients for car salespeople to close the sale
by: Mak |
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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
Looking at the above outline. Closing is the last step of the sale. So you see, it will not be effective if I teach you a quick close. Sticking with the basics is how success is achieved. Every step above is a form of closing dressed as another step. So it is imperative that you go through all the steps of the sales process to properly close the sale. And it all starts the moment you make your first impression.
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.
Why would you skip steps?
If you've been in the car business long enough then you'll know that taking short cuts in costing you a ton of money. And that is one of the biggest problems I see with the average salesperson. Greet and build rapport with everyone of your customer. Qualify to see what they are really here for. Give your best presentation and take them on a demo drive. All of this is called building value. If you build value the price will automatically justify itself. You can't go from step 1 to step 10 without going through 2 through 9. Work your way smoothly to the close.
You have just met a customer and they tell you that they want to see a certain vehicle. So you dive right into the inventory and start showing them different vehicles. What did you do? You are skipping steps. You didn't qualify to see what they really need or even build rapport. Chances are you're loosing another opportunity to make money and close the sale. And let's just say that you did close that sale. It will be another grinded out sale based on price.
NOTE: Closing on price is making you leave a lot of money on the table. So if you want to earn as much money as possible in this business, go back to the basics and follow them religiously with every single customer.
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About the Author
Atten: Automotive salespeople. Get 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 cars.
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