Do you have an EFFECTIVE Closing Strategy? Really?

If you aren’t closing well you aren’t eating well. If you aren’t closing well too many people who intended to buy a vehicle today are disappointed…maybe even a little angry. 

Your customers want you to be good at closing.  People really want you to be good at what you do. Why? They really want to buy a vehicle! Your customers want to solve their vehicle problems. They want out of their old vehicle, now. They want to get on with their life. 

Closing the sale is not an event at the end of the presentation. It is a process. A process that is designed to help your customer come to a buying decision. That is what closing is by my definition—helping people make positive buying decisions. Help more people and you will make more money. But,

? It is not about you and it’s not about your commission. 

? It is not about making a sale.

? It is not about getting a sticker on the board. 

Key Point - Your customer’s love to buy and hate to be sold.

It is about helping your customer make a comfortable, timely buying decision. If you have an effective closing strategy it leads to a customer saying “yes” and being delighted about it. Closing is all about your customers. Closing is all about pain relief. It is about looking forward to driving a new vehicle—good stuff if you are a customer. Good thing if you are a sales consultant. 

The Champion Strategies Closing Strategy that works. Quit selling and start helping and you will make more money. Lots more.

¨      The client has to trust and like you. How do you come across at first impressions lately?

¨      You need to know the trade is a big part of a deal with 70% of your clients. Even when your customer says it is not. I don’t know how to handle their trade early in the sale you lose. Do you?

¨      You both have to be comfortable with the right vehicle, based on an accurate understanding of the customer's real needs, desires or problems. Do you wander the lot hoping to get lucky?

¨      You have to present your vehicle powerfully from your customer's perspective…and better than your competitor salesperson! Do you really?

¨      You have to help your client make the vehicle decision first—BEFORE you serve up numbers. Do you?

¨      You have to present the payments, trade-in value, price and down payment in a ‘value-based’ write-up closing presentation that is natural and comfortable for your customer to say “Yes”.  How do you rate your write-up process to help your customers close?

You are saying right now in your mind, “Duh, this not new, I know this stuff.” Success is not about what you know—it is about what you do! Every time. I lay a wager you really adlib your sales approach most of the time. How would you like your heart surgeon adlibbing his way through your operation? I bet you don’t like those odds! Ask your sales team leader about your consistency. Attempting to close a sale without all of the above steps is to invite a 'no sale' result and a walk. Humm…don't seem like a plan.

Do too many customers say they have to “talk it over”, “sleep on it”, or “shop around”. NO decision… or was there?  The decision to stall is a decision….and you whiff your commission  Why? Because your sales process was out of step with your customer’s buying process.

Make it a champion day!

“SALES TRAINING MATTERS”