For any independent dealership, walkarounds and test drives are a necessity, but if a sale can’t be closed, then it was all for nothing. So, what sets a strong closer apart from the others?
Many car salespersons probably have stories about another salesperson or manager closing a deal by knocking off a few bucks from a vehicle’s price. Though this can lead to a sale, there is more to it. With that being said, let’s look at some different ways that can help your salespeople close a sale.
Sale Closing Requirements
There are sale closing requirements for each customer you face. Some customers can be quick and simple, like someone who is looking for the right car payment each month or someone who is simply looking to get financed. But nowadays most car buyers need much more when closing a sale.
Vehicle selection: This may seem like an obvious requirement but changing cars can increase the chances of a sale if a customer has found something they like. This doesn’t mean changing the make or model but instead swapping the car out for something with different options, colors, or trim. By asking questions and reading your customer, you can pinpoint certain colors or features to find the right car to close the deal.
Being credible: To be a good salesperson requires confidence. Looking your customer in the eye helps you look confident while you talk to them and create credibility. One salesperson could fail at closing and then another salesperson could take that same customer and make the deal all because they were more confident and believable. Of course, if you don’t know the answer to something, be honest with the customer and find out what it is. If you give an incorrect answer and the customer knows the right answer, you’ll lose credibility every time. Being credible is one of the best qualities a salesperson can have.
Adding value: Today, the Internet has made vehicles seem like a commodity, which is why it’s important to add value to your sale. The salesperson has an important job in adding that value. The dealership needs to create value too, but most independent dealers offer similar amenities. If a salesperson or a service writer creates a positive relationship with a customer, trust will form and carry over to a trust for the dealership.
Your customer needs the right mix for the sale to close. By following these requirements, you will have a better chance of closing more sales. Know your inventory, be a credible salesperson, and add value to your sale that will benefit you, your customer, and your dealership.
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