Looking For 2 Or 3 Yr Old Car For Sale The Five Basic Car Sales Closing Techniques

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The Five Basic Car Sales Closing Techniques

When you sell cars for a living, one of the most common terms you’ll hear is going out of business. Sometimes a successful car salesman or sales manager can be called a strong closer or a good closer, which means they are skilled at closing the deal with the customer. If you are determined to make a lot of money, you will need to improve your car sales closing skills. Below you will find the methods of closing car sales and the techniques that most other techniques have evolved from or are variations of these car closings.

Whether you’re new to the car business or have been selling for years, it’ll help to know these car 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 be.

Car Sales Closing: Show Me The Money

1. Assume they are shopping for: This is by far one of my favorite methods of closing a car sale. When you assume the sale is a done deal, you naturally act and speak in a way that is not only conducive to completing the sale, but the customer will pick up on your words and actions and follow through. When you go through the steps to 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, you move on to overcome their objections.

2. Ask them to buy: This may sound simple, but you’d be surprised how often new salespeople or less experienced car salespeople keep talking about the vehicle without asking for the sale. However, you must remember to not stop asking after a time or two. Usually, when you use this car sales closing technique, the first thing that comes out of your customers mouth is an objection. Great, that means you’re making progress, see the 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 about “Be Backs”. The car buyer often says we’re just looking or we’re in no rush, but it’s your job to sell them NOW. Sometimes, in order to achieve your goal, you need to create a sense of urgency in your customer to make your car sales closing attempts work. You want to make them believe they are missing out if they don’t buy now. An example could be the end of a sale or the availability of the specific car they are interested in buying. A note of caution here: A little goes a long way and when overdone with urgency combined with closing the sale it can come across 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 car sales 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! or You said you needed a car that gets 30 mpg that seats five people that has remote entry and $5,000 for your trade-in, right! You’re getting the idea now, making it easy for them to buy a car when you’ve satisfied their needs and wants, and using 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 it always comes down to objections. It’s the customer’s way of saying, I’m still not convinced, I need more information, or you haven’t created enough value in your product, the dealership, and yourself. It’s not that they don’t want to buy the car; it means you have some work to do before they buy the car. Go over their objections one by one like a checklist and then close the car sale.

The car salesperson often uses several of these methods of closing car sales or a combination of the many other techniques that are designed to sell a car. It all boils down to closing the sale with your customer and they must be willing to buy the car because no matter what techniques you use to sell the customer, they have to make the final decision to buy the car.

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