There are several important factors to take into consideration when closing a sale with a customer who is purchasing a new or used vehicle. I believe that the close of the sale is the most crucial time of the sale that can make or break a transaction. However, your first approach with the customer is equally important and could very well be the begining of the end.
Once you have established your customers desires and needs in their new vehicle, it's time to show them what you have to offer and get to the best part, the test drive! Always show courtesy in this area, opening the doors for your customers, making sure they are comfortable and able to pay full attention to the ride without distraction. You will want to point out features the customer might miss when in the drivers seat, and make sure to show your enthusiasm for the car as well!
Once you have taken the customer for a test drive on a road that you have chosen, stop somewhere like in a parking lot and let the customer take the wheel for the ride back to the dealership. Just prior to the customer taking the wheel, be sure to emphasize on areas that interest the customer like performance, safety, horsepower, etc.
Upon your return to the lot, park the vehicle in a position designed for delivery. This spot is usually placed to allow the customer to see the vehicle throughout the sale, and re iterates how close they are to owning it for themselves! This also makes it a bit harder for them to feel comfortable just walking away at the end of the drive.
Upon re entering the showroom, escort your customer as you would a revered member of your family! You want them to feel they are the most important person in the room. Offer them comfort and refreshment, if the process takes longer than they expect, keeping them content is of utter importance! Try your best to not stay away long if you must walk away, leaving less time for second thoughts on their part.
It's very important as well to make sure you stay organized, collecting all your neccasary paperwork before sitting to finalize the numbers. This assures the customer that you do indeed know your business, and they can feel comfortable spending their money with you. You want to create a bond with them, making them feel as though you are on their side, and are working for them to get the best deal possible from your sales manager. There should be backup or standby salesmen, or closers availble if you should feel you have lost control of the sale, or just don't have the connection you need with this customer. After all, a sale to another is still a sale, and will benefit you in the long run.
When making notations of numbers while speaking with your sales manager, make sure to keep it legible! This customer deserves your taking enough time in the process to keep things neat.If your penmanship is sloppy, they may feel as though they will get a sloppy deal.
When discussing numbers with your customer, you want them to feel as though they have negotiated the best deal possible, the more they feel they have controlled the price they pay, the happier they will be at the end. To accomplish this, make sure to leave yoruself room for negotiation! If your sales manager offers 4000 for their trade, tell them 3000 and allow them to take the opportunity to haggle for a better offer! This practice can apply to the down payments as well, if the manager states 2000 down, offer them 4000. If the customer feels as though they have saved alot in the deal, you are more likely to have a successful close to the sale.
Once you have established your customers desires and needs in their new vehicle, it's time to show them what you have to offer and get to the best part, the test drive! Always show courtesy in this area, opening the doors for your customers, making sure they are comfortable and able to pay full attention to the ride without distraction. You will want to point out features the customer might miss when in the drivers seat, and make sure to show your enthusiasm for the car as well!
Once you have taken the customer for a test drive on a road that you have chosen, stop somewhere like in a parking lot and let the customer take the wheel for the ride back to the dealership. Just prior to the customer taking the wheel, be sure to emphasize on areas that interest the customer like performance, safety, horsepower, etc.
Upon your return to the lot, park the vehicle in a position designed for delivery. This spot is usually placed to allow the customer to see the vehicle throughout the sale, and re iterates how close they are to owning it for themselves! This also makes it a bit harder for them to feel comfortable just walking away at the end of the drive.
Upon re entering the showroom, escort your customer as you would a revered member of your family! You want them to feel they are the most important person in the room. Offer them comfort and refreshment, if the process takes longer than they expect, keeping them content is of utter importance! Try your best to not stay away long if you must walk away, leaving less time for second thoughts on their part.
It's very important as well to make sure you stay organized, collecting all your neccasary paperwork before sitting to finalize the numbers. This assures the customer that you do indeed know your business, and they can feel comfortable spending their money with you. You want to create a bond with them, making them feel as though you are on their side, and are working for them to get the best deal possible from your sales manager. There should be backup or standby salesmen, or closers availble if you should feel you have lost control of the sale, or just don't have the connection you need with this customer. After all, a sale to another is still a sale, and will benefit you in the long run.
When making notations of numbers while speaking with your sales manager, make sure to keep it legible! This customer deserves your taking enough time in the process to keep things neat.If your penmanship is sloppy, they may feel as though they will get a sloppy deal.
When discussing numbers with your customer, you want them to feel as though they have negotiated the best deal possible, the more they feel they have controlled the price they pay, the happier they will be at the end. To accomplish this, make sure to leave yoruself room for negotiation! If your sales manager offers 4000 for their trade, tell them 3000 and allow them to take the opportunity to haggle for a better offer! This practice can apply to the down payments as well, if the manager states 2000 down, offer them 4000. If the customer feels as though they have saved alot in the deal, you are more likely to have a successful close to the sale.
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