As a car sales trainer many of my students are always asking me if I could show them a new close. First of all there is NO one close that works all the time. What you fail to understand is that closing is one of the last steps to the sale. But in disguise it starts at the beginning. What do I mean by that?
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.
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.
Stop skipping steps
The problem I see with most salespeople is that they want to take shortcuts and skip steps. Greet them properly, establish rapport with them and find their wants and needs. Present and demonstrate the product to build value etc (Building value will almost always justify the price of the vehicle). If you haven’t completed the basic step how can you expect to close the sale properly? You must work your way up 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.
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.