Car sales training strategies to properly close the sale
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by: Mak
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Word Count: 440
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
Basic outline of steps to 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.
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.
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
Atten: Automotive Salesman and women. 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 cars.
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