Automotive Sales Training and Management Series Part-6

10 Rules For Closing a Sale

Getting to the close may seem like the hardest part of the sale, but once you get there it’s like running a marathon and you’re a step away from finishing. Don’t quit when you’re so close. Cross that finish line and close that sale.

In this part of the Automotive Sales Training and Management Series, we’ll cover the top 10 Rules for Closing a Sale.

1. Take a Seat: Always be seated when negotiating a closing deal. This is one the most important rules sales people often forget, and it is proven that you hardly close any deal if you are standing up or in a casual posture. You need your buyer’s unspoken agreement, commitment, and attention to close the sale.

2. Back it Up: Spoken agreements sound great but mean nothing unless you have something physical to back up those words. Always have a legal contract or at least something written that contains what you both agreed on, and highlight the positive, because people believe in what hey see, rather that what they hear. For example, write down the price and verify what the customer is getting, and I guarantee they’ll value you and the situation more.

3. Say What you Mean: A professional salesperson knows the importance of capitalizing on time, effort, and energy in their job. Communicating clearly, efficiently, and confidently will save you a lot of time and suggest optimism and credibility. Have real meaning to everything you say. Project your intentions through your voice, get to know what you are going to say, said it confidently.

4. Eye Contact: Keep your eyes on whomever you’re talking to. If you’re talking to someone and their eyes start to wander, you know immediately you don’t have their attention. Make sure your customer knows they have your full attention, and you’ll have them. There is no auto sales training that will teach you how to this skill, but knowing this will keep you ahead of the herd.

5. Laugh: There is a universal language that although no many people know how to speak it, everybody can relate to it, that language is called “humor”. Knowing how to apply humor in the right occasion is a skill you can also learn. It creates a lighter environment that eases any tension. Salespeople that know how to make customers laugh will close more sales the rest guaranteed.

6. Weaving the Sale: This is one of the most difficult parts of the automotive negotiations and takes real skill to achieve it. When after getting “No” after “No,” you need to work the sale loop, reinvent your questions, persist, and convince your buyer to get the final “Yes”. Here is where you can separate the real professional with the average seller. Get the champion out and learn how to weave the sale to close it.

7. Know Your Closes: Have an arsenal of closes available, so you don’t repeat yourself. Most people fail because they lack variation. Write down all of the situations based on your previous experiences and prepare yourself for future situations. Get your arsenal of closes because having knowledge means having power and freedom.

8. Stay Close: Try to eliminate any situation where you have to leave your customers alone. Sales people need to stay close to the buyer because that time together builds credibility and trust. Leaving your buyers alone cause a sense of doubt and insecurity about whether or not they should go through with the purchase. Increase your customer experience and shorten the closing time.

9. Once Upon A Time…: What helps you connect with someone? A shared experience. If you’re able to tell a good story about the car, the dealership, or even something about yourself that they can relate to, you’ve got the trust of the customer because he or she can empathize with you.

10. Lean on the Pen: After all the previous steps, the last thing you need to do is have your customer ink-up, lean on that pen, and get that signature to close the sale. Your pen is like the sword to a warrior, no pen, no game.

Being that close, you can’t let this opportunity slip away. In this economy, every sale counts. Follow these ten steps, sell those cars, and get the success that you deserve. If you enjoyed this article, be sure to check out the rest in the Automotive Sales Trainingand Management Series. Remember, CLOSE. THE. SALE.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

The cost of not Closing the sale