The Five Basic Car Sales Closing Techniques
When you sell cars for a living, one of the most common terms you’ll hear is closing the deal. Sometimes a successful car salesman or sales manager can be called a strong salesperson or a good salesperson, which means they are skilled at closing the deal with the customer. If you’re determined to make a lot of money, you’ll need to improve your car closing skills. Below you will find the car sales closing methods and techniques from which most other techniques have evolved or are variations of these car closings.
Whether you’re new to the auto business or have been selling for years, knowing these auto sales closing techniques will help you like the back of your hand. The better you know them, the more you will use them and the better you will become.
Closing Car Sales – Show Me The Money
1. Suppose you are buying: This is by far one of my favorite methods of closing car sales. When you assume the sale is a closed deal, you naturally act and speak in a way that not only leads to the completion of the sale, but the customer will pick up on your words and actions and follow suit. When you go through the steps toward the sale, assuming they are going to buy a car at the end of the process, the customer will either buy the car or object. If they object to you, move on to overcoming their objections.
2. Ask them to buy: This may sound simple, but you’d be surprised how often new salespeople or less experienced auto salespeople continue to talk about the vehicle without even asking for the sale. However, you have to remember that it doesn’t stop asking after once or twice. Usually, when you use this auto closing technique, the first thing out of your customers’ mouths is an objection. Great, that means you’re moving forward, see the quibbles below.
3. Create emergency: If you’re in the car business, you know how important it is to sell cars NOW because we all know about “Be Backs”. The car buyer tends to say we’re just looking or in no rush, but it’s his job to sell them NOW. Sometimes, in order to achieve his goal, he needs to create a sense of urgency in his client to make his car closing attempts work. He wants them to believe that they will miss out on something if they don’t buy now. An example could be the end of a sale or the availability of the specific because they are interested in buying. A note of caution here: a little goes a long way, and when you overdo the urgency combined with closing the sale, you can come off as pushy or a high-pressure salesperson.
4. Make it easy for them to say yes: Listen to what they want, and then make their wants and needs part of your auto closing statements. Use your statements to close the deal. For example: You said you wanted a red car with a sunroof and a down payment of less than $400, right? o You said you needed a car that gets 30 mpg, seats five, has remote entry, and $5000 to trade in, right? Are you getting the idea now? You make it easy for them to buy a car when you’ve met their needs and wants and use their words to prove it.
5. Go for the gold – Objections: This is where the money is, it’s in your client’s objections. When it comes to closing a car sale, it’s always about objections. It’s the customer’s way of saying: I’m still not convinced, I need more information, or You didn’t create enough value for your product, your dealer, and yourself. It’s not that they don’t want to buy the car; it means you have work to do before they buy the car. Work through your objections one at a time like a checklist, and then close the car sale.
The car salesman will often use several of these car sales closing methods or a combination of the many other techniques designed to sell a car. It all comes down to closing the sale with your customer and you have to be willing to buy the car because no matter what techniques you use to sell to the customer, he has to make the final decision to buy the car.