| As a car sales trainer many of my students are | | | | can close the sale. |
| always asking me if I could show them a new | | | | But more importantly, if you don't follow up or |
| close. First of all there is NO one close that works | | | | prospect then you will have pretty much have no |
| all the time. What you fail to understand is that | | | | one to perform the basic steps to a sale on. So in |
| closing is one of the last steps to the sale. But in | | | | order for you to get customers in front of you, |
| disguise it starts at the beginning. What do I mean | | | | you must prospect and follow up effectively. |
| by that? | | | | Why would you skip steps? |
| Basic outline of steps to a sale: | | | | The problem I see with most salespeople is that |
| 1. First impressions | | | | they want to take shortcuts and skip steps. |
| 2. Greeting | | | | Greet them properly, establish rapport with them |
| 3. Rapport building | | | | and find their wants and needs. Present and |
| 4. Qualifying | | | | demonstrate the product to build value etc |
| 5. Presenting the vehicle | | | | (Building value will almost always justify the price |
| 6. Demonstrating the vehicle | | | | of the vehicle). If you haven't completed the basic |
| 7. Asking for the order | | | | step how can you expect to close the sale |
| 8. Getting a commitment to purchase | | | | properly? You must work your way up to the |
| 9. Pre-Closing | | | | close. |
| 10. Re-Closing | | | | What if you just met a customer and they tell |
| If you notice above, closing is one of the last | | | | you they are here for a certain vehicle. What |
| steps to a sale. So me teaching you to perform a | | | | would you do next? Do you just dive right into |
| quick close will not be effective. If you want | | | | your inventory and show them the vehicle? What |
| success, then stick with the basics and stop | | | | happened to building rapport and qualifying? See, |
| skipping steps. You see, all of those steps are | | | | that's how you're skipping steps. You're loosing |
| some form of closing disguised as another step. | | | | sales because of this. And if you do close the sale |
| So closing starts the minute you established a | | | | then I'm sure it was a grinded out process based |
| first impression with your customer. So you must | | | | on price and not on value. |
| thoroughly go through the basic step before you | | | | |