Auto Sales Closing Strategies
As a salesman, one of the most awkward moments you face is the close. It is difficult to know just when to attempt it and starting too fast or holding off too long can mean failure. It is important to learn to be able to determine when to close and how to close. Having a few simple strategies in your pocket will help you have more successful closes.
Automobile Sale Training Tip One: Close from Hello You should start your close right from hello. Building up trust and rapport from the beginning will make your final close much simpler. It is unnecessary to go for the hard sell, just work on trust and confidence in the beginning. You are laying the groundwork for your close in the easiest way possible - by just talking to your customer.
Car Sales Training Tip Two: Knowing when they are Ready Being able to determine that a customer is ready is very important. You don't want to push too hard but you do want to push them enough. Learn to listen for clues in the answers your customer gives you and the things they say. For example, if a customer is asking about customer service plans, chances are they are getting ready to buy. Learn to pay attention to the clues your customer gives you.
Car Sales Training Tip Three: Saying More than Yes and No When a customer asks a question, many salesmen simply answer the question and miss an opportunity to make closing easier. By answering questions with questions, you move along the evolution time-line by further defining customer wants and needs. So, the next time a customer asks you if the car is only available as a standard ask them if they can drive a manual instead of just saying yes or no. Use effective questions to guide your customer towards closing.
Car Sales Training Tip Four: Suggesting Specific Terms Sometimes the best course is the subtle course. When you feel it is time, instead of asking if they are ready to buy, suggests a delivery date and see how they react. This moment is the true test to see if they are actually ready to make the purchase. If they are, they will likely start discussing delivery dates. If they are not they will back off, giving you a chance to step back and adjust your presentation. Don't forget to listen for objections here and deal with them effectively. - 21392
Automobile Sale Training Tip One: Close from Hello You should start your close right from hello. Building up trust and rapport from the beginning will make your final close much simpler. It is unnecessary to go for the hard sell, just work on trust and confidence in the beginning. You are laying the groundwork for your close in the easiest way possible - by just talking to your customer.
Car Sales Training Tip Two: Knowing when they are Ready Being able to determine that a customer is ready is very important. You don't want to push too hard but you do want to push them enough. Learn to listen for clues in the answers your customer gives you and the things they say. For example, if a customer is asking about customer service plans, chances are they are getting ready to buy. Learn to pay attention to the clues your customer gives you.
Car Sales Training Tip Three: Saying More than Yes and No When a customer asks a question, many salesmen simply answer the question and miss an opportunity to make closing easier. By answering questions with questions, you move along the evolution time-line by further defining customer wants and needs. So, the next time a customer asks you if the car is only available as a standard ask them if they can drive a manual instead of just saying yes or no. Use effective questions to guide your customer towards closing.
Car Sales Training Tip Four: Suggesting Specific Terms Sometimes the best course is the subtle course. When you feel it is time, instead of asking if they are ready to buy, suggests a delivery date and see how they react. This moment is the true test to see if they are actually ready to make the purchase. If they are, they will likely start discussing delivery dates. If they are not they will back off, giving you a chance to step back and adjust your presentation. Don't forget to listen for objections here and deal with them effectively. - 21392
About the Author:
Atten: Car salespeople. Mak has many more tips and strategies. Get his free 5 part mini e-course on automotive sales training. It's a must read car sales training course to help you sell more vehicle in the car business.
posted by X - Men @ 2:33 AM
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