When you sell cars for a living, one of the most common terms you’ll hear is closing the deal. Sometimes a successful car salesperson or sales manager can be called a strong seamstress or good closer, which means they are able to close the deal with the customer. If you are determined to make the big money, you need to sharpen your skills in closing car sales. Below are the car sales closing methods and techniques that most other techniques have evolved from, or they are variations of these car closures.
Whether you’re new to the auto business or have been selling for years, it will help you know these auto sales closing techniques like the back of your hand. The better you know them, the more you will use them and the better you will become.
Close car sale – show me the money
1. Suppose you buy: This is by far one of my favorite methods of closing car sales. Of course, if you assume that the sale is a closed deal, act and speak in a way that is not only conducive to closing the sale, but the customer also picks up your words and actions and joins in. If you go through the steps to sell, provided they will buy a car at the end of the process, the customer will either buy the car or he will object. If they raise objections, continue to overcome their objections.
2. Ask them to buy: This may sound simple, but you’d be surprised how often new sellers or less experienced car salespeople continue to talk about the vehicle without ever asking about the sale. However, you need to remember that after once or twice you won’t stop asking. Usually, when you use this auto sales closing technique, the first thing that comes out of your customers’ mouths is an objection. Great, that means you’re moving forward, see objections below.
3. Create urgency: If you are in the car business, you know how important it is to sell them NOW because we all know “Be Backs”. The car buyer tends to say we’re just looking or we’re not in a hurry, but it’s your job to sell them NOW. Sometimes, to achieve your goal, you need to create a sense of urgency with your customer so that your car sales are trying to work. You want them to believe that if they don’t buy now, they’re going to miss something. An example could be the end of a sale or the availability of the specific car they are interested in. A note on caution here: A little goes a long way and if you exaggerate the urgency combined with closing the sale, you may appear as intrusive or a high-pressure seller.
4. Make it easy for them to say yes: Listen to what they want, and then make their wants and needs a part of your car sales closing statements. Use their statements to close the deal. For example: You said you wanted a red car with a sunroof and a payment under $400, right! or you said you needed a car that gets 30 miles to the gallon that can accommodate five people who have remote entry and $5000 for your trade-in, right! Now come up with the idea, make it easy for them to buy a car when you have met their needs and desires, and use their words to make that point.
5. Go for the Gold – Objections: Here’s the money, it’s in your client’s objections. When it comes to closing car sales, objections always come down. It’s the customer’s way of saying: I’m not yet convinced, I need more information or you haven’t built up enough value in your product, dealer and yourself. It’s not that they don’t want to buy the car; It means that you have something to do before they buy the car. Overcome their objections one by one like a checklist and then complete the car sale.
The car salesperson will often use several of these car sales closing methods or a combination of the many other techniques designed to sell a car. It comes down to closing the sale with your customer, and they need to be willing to buy the car because no matter what techniques you use to sell the customer, they need to dhe ultimate purchase decision.
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Wendy is now a financial analyst and writer. Wendy has been writing about finance and personal finance since she was a sophomore in high school. She has also been writing for several online publications and published in The Huffington Post, and Forbes Woman.
Wendy is a credentialed financial analyst and has experience working with financial institutions and businesses. Wendy is also a certified financial planner. When Wendy's not writing, she enjoys tending to her many plants, watching TV, and spending time with her family.
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