If you’re any kind of sales professional, closing is a huge step in the sales process. There have been moments where I could have closed many clients and got the deal, but I was unable to because I didn’t say the right thing at the right time. And it’s frustrating because you know you almost had them and they almost signed, but there was something you said (or could have said) that made them say “we’ll think about it,” or “I have to think about it.” Blah. Damn. You can see their apprehension. A car is expensive and you can see that fear when faced with the decision of signing. All they needed was a little nudge to your side of the fence.
Close the deal
But they left you with a filled out sheet with no signature, and your manager is looking at you thinking “What the hell happened? Why did they leave?”
Here are 25 kinds of closes you can use today to sell more cars and make more money. I got a lot of these from changingminds.org where you can find their entire list of closes.
Give them three reasons why your vehicle is better. When you list out the benefits in threes, customers are more compelled to agree to those reasons. You can use this at any time when you’re selling the car.
This car is faster, better handling and more fun to drive.
This price includes a full tank of gas, documentation and taxes.
If your customer has an objection when you’re selling a car, more often than not, it’s price. The affordable close takes a bit of info digging, like finding out what their budget is, and finding a vehicle that they can afford, thereby increasing the chances of a deal. You can also use this to reframe lifetime costs of ownership if the vehicle is a little higher than they had anticipated.
This payment is $20 lower than what you said your budget is and $50 less than the competition.
Yes, this hybrid is more expensive than a regular gas car, but if take into consideration how much money you will be saving in fuel, this hybrid is less expensive in the long run.