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| Closing A New Or Used Car Sale |
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| Written by Mak |
| Saturday, 13 September 2008 07:01 |
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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. Before you begin discussing numbers, have all of your necessary forms and paperwork ready and available. A good sense of organization also makes it harder for the customer to have a sense of them being in control of the situation. Also have a standby closer or backup salesperson on standby, in the event that the customer becomes too difficult to negotiate with on your own, or you have to leave for any reason. Always present yourself as their friend, the civilized guardian between them and the sales manager. Give them a sense of you being on their side to help them reach the best price. Make sure to keep neat and legible notes when speaking on the phone or in person with the sales manager. You want the customer to feel they are important enough for more than just some scribbled lines on a paper! 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. About the Author: Atten: Car salespeople. Get your free 5 part mini e-course on car sales training. It's a must read for car salesman and women in the car business to help you sell a ton of cars. Kindly provided by MoneyHunter.org You are welcome to use this article on your own website, if you include the link just before this text. |
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