Car Sales Training Article To Help You Sell More Cars

As a car sales trainer many of my students are always asking me if I could show them a new close. First of all there is NO one close that works all the time. What you fail to understand is that closing is one of the last steps to the sale. But in disguise it starts at the beginning. What do I mean by that?

A simple outline to the basic steps of a sale:

1.First impressions 2.Greeting 3.Rapport building 4.Qualifying 5.Presenting the vehicle 6.Demonstrating the vehicle 7.Asking for the order 8.Getting a commitment to purchase 9.Pre-Closing 10.Re-Closing

Looking at the above outline. Closing is the last step of the sale. So you see, it will not be effective if I teach you a quick close. Sticking with the basics is how success is achieved. Every step above is a form of closing dressed as another step. So it is imperative that you go through all the steps of the sales process to properly close the sale. And it all starts the moment you make your first impression.

But more importantly, if you don't follow up or prospect then you will have pretty much have no one to perform the basic steps to a sale on. So in order for you to get customers in front of you, you must prospect and follow up effectively.

Why would you skip steps?

As I observe so many average salespeople, the biggest problem I see is they are all trying to take shortcuts. You have to follow the system. Greet your customer, build rapport and qualify them properly. Show them the car and take them on a demo drive etc. Build as much value as you can so all this will justify the price. Think about it. How can you expect to close the sale if you haven't built value yet? Follow the basics and work your way to the close.

What if you just met a customer and they tell you they are here for a certain vehicle. What would you do next? Do you just dive right into your inventory and show them the vehicle? What happened to building rapport and qualifying? See, that's how you're skipping steps. You're loosing sales because of this. And if you do close the sale then I'm sure it was a grinded out process based on price and not on value.

TIP: If you're closing on price then you're leaving a ton of money on the table. So in order for you to maximize your earning potential you need to follow all the basic steps no matter how long it takes instead of spending all of your time negotiating price.

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