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?
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
If you notice above, closing is one of the last steps to a sale. So me teaching you to perform a quick close will not be effective. If you want success, then stick with the basics and stop skipping steps. You see, all of those steps are some form of closing disguised as another step. So closing starts the minute you established a first impression with your customer. So you must thoroughly go through the basic step before you can close the sale.
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?
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.
What if you just met a customer and they tell you they are here for a certain vehicle. What would you do next? Do you just dive right into your inventory and show them the vehicle? What happened to building rapport and qualifying? See, that’s how you’re skipping steps. You’re losing sales because of this. And if you do close the sale then I’m sure it was a grinded out process based on price and not on value.
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.
