n sales of any kind, you will go through a period where everything you do works well and then another period where you feel like you’ve lost the magic.

That’s why it’s essential to be a student of sales and have more than one or two closes in your pocket. Here are a few to store away in your memory.

A prospect decided to make a purchase when he realizes that there is more value in the product than there is in his money.

At its core, that’s your job; demonstrating the value in your product.

Value is the reason people buy.

Work hard to make friends, and you won’t have to work very hard to do business with your friends. It’s common knowledge that people would prefer to do business with their friends.  People like having “a guy” or “a girl.” As much as you want to build relationships...

The first thing most customers want to talk about is price. But it is probably the last thing that matters.!

When I was early in my sales career, I was trained to ask the customer what their budget was.

My manager instructed me to qualify the customer by saying something that completely derailed the sales process.

It’s a well-established fact that people would prefer to do business with their friends. It should be no surprise to you that part of our sales training is building rapport and making friends.

The best skill a salesperson can have is rapport building. Besides earning you a genuine friend, It makes closing significantly less confrontational.

If I could change only one thing in most dealerships, it would be salespeople’s habit to rush the sales process.

The sales process should accomplish two things:

With few exceptions, car salespeople are paid on commission. Anyone with any amount of time in sales knows this, but if you’re just getting to the business, you may be unfamiliar with the idea of getting paid solely on your success.

Every salesperson EVER has wondered what the best closing question is. The secret to closing is really no secret at all. Everything you do, say and ask will lead to a sale.

Every salesperson is looking for the magic words to say to put a magic spell over their prospect that makes them pull out their credit card and buy what you’re selling.

Let’s be upfront about this: If not done well, negotiating is confrontational and uncomfortable for both you and your customer.  The most important thing to understand about negotiating is with whom you can negotiate and when

Forget the CSI score. Forget the TO to your manager. A 5-Star delivery will help you sell each customer more cars! These 5 steps will get you there.

It’s well established that selling to repeat customers is significantly easier than selling to a fresh up or internet lead.

If you’re an outstanding salesperson, your overall closing ratio is probably around 20%. If you greet ten fresh ups on the lot on Saturday, you can expect to sell about two cars, spend all eight hours fighting an uphill battle of selling on price, trying to earn the customer’s trust, attempting to build relationships and

Doing these five things after every sale will help fill your sales pipeline forever.

How many objections are there?

In my opinion, there is only one.

When the fluff is stripped away from any objection, what the customer is really saying is: “You haven’t provided enough information to give me a reason to buy from you.”

It feels like begging, doesn’t it?  You just spent an hour or two with this customer, and now you’re about to send them on their way in their new car.  How do you ask for a referral without making it awkward?

Many salespeople, even experienced ones, think of closing as a set of words that happen after you’ve presented the price and you want to get your prospect to say “Yes, I’ll take it!” and sign on the proverbial dotted line. That is flawed thinking.

When you get started in a dealership as a new salesperson you’re quickly introduced to words and phrases that are likely very unfamiliar to you. Every industry has jargon, (special words or expressions that are used by a particular profession or group and are difficult for others to understand.) and the dealership is no different.