The key ingredients for car salespeople to close the sale
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 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
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.
Here is what else is important. Learn to properly follow up and prospect. Why? Because if you don’t then you’ll barely have customers in front of you to go through the sales process with. If you want customers to come through the door for you then learn to effectively prospect and follow up with everyone.
Stop skipping 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.
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.
Filed under: Sales