Closer classes

One-on-One sales training, dealership consulting, sales processes, activity tracking, results tracking.

Step - by - step sales process development

  • Customized for your personality
  • Customized for your dealership
  • Customized for your market

Tracking Development

  • Activity Tracking
  • Results Tracking

Individual Training

  • Sales team
  • BDC Department
  • Sales Managers

Training for new sales consultants!

“We only hired experienced salespeople.” 

“We don’t have time to train new people.”

Our training teaches new hires to close sales!  

Start learning with these free articles

Earning Potential

Anyone can earn $40,000 per year selling cars.  Professionals earn $80 – $90,000 and more.

Questions That Work

Knowing which questions to ask and when to ask them will always work in your favor.


How do you counter an offer without giving up all of your gross?


There are a lot more closes than “If I could, would you?”

Building Relationships

The fastest way to build rapport and close the sale.

Best Practices During Delivery

The sale isn’t complete until the customer finishes their CSI survey.  Then the after-sale follow-up begins.

After Sale Follow-up

Don’t settle for just one sale, get sales for life with proper after-sale follow-up.

Committed Buyers

Be 100% certain that you have a buyer at your desk.  No more guessing.

Bypassing Price

There are parts of the sale that are even more important than payments and price.  

Building Value That The Customer Cares About

Find your customers hot-buttons and build value there. 

Generating Referals & Repeat Customers

Become the customers friend in the car business and they’ll come back to you every time.

Selling Out Of Inventory

The best car to sell is the car that is in your inventory.  Learn to overcome the objections that require dealer trades.

Building Rapport

Simple questions to ask that get the customer talking about themselves.

I'll Think It Over

Learn to overcome the most common objections.

Common Mistakes & Misconceptions

Mistakes can put customers on edge even before you say “Hi!”  


Selling cars isn’t hard, its a process.  A process that can be learned and mastered.

Does your current training program work?

If your sales team is skipping steps in the sales process, they are costing your dealership a lot of money.

Our training will help your dealership...


Establish a sales process that works


Create word tracks that engage customers


Train your management and staff on how to sell with gross intact


Provide ongoing coaching to continue growing

Car Sales Earning Potential

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.

What A Car Salesperson Can Learn From An Apple Specialist

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.

Sales Goals Are Completely Worthless

The way most car dealerships set goals for their salespeople has no merit.  First of all, many dealership managers do a horrible job of communicating goals! Dealership management knows how many vehicles need to be sold to generate revenue -- Upper management has...

One Year of Text Follow-up

One Year of Text Follow-up I saw this Facebook post and engaged the author in hopes of giving him a few pointers on customer follow-up, only to be reminded that many car salespeople are poorly trained. Here is the exchange that took place Post by Author: When you text...

Mission Statement

Closer Classes, LLC Mission Statement Our mission at Closer Classes, LLC is to encourage and empower salespeople of all skill levels through sharing, teaching, and coaching. We believe that there are two indisputable facts regarding salesmanship: Nobody is a...

36 Questions to Build Rapport

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.

What Is The Best Closing Question?

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.

5 Steps To Contend With The Trusted Advisor

Scenario: You're trying to help a customer buy a car. Your customer has brought along one or more people who've been given the responsibility to provide your customer advice and try to keep you from being a pushy salesperson and talking the customer into making a bad...

10 Ways To Close The Sale

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.

People Want To Do Business With Their Friends

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 Order Taker, The Presenter & The Closer

There are three types of salespeople in the auto industry.
The Order Taker
The Presenter
The Closer
Each is important, and most organizations have all three working in different departments throughout the business. While the definition of each may be somewhat self-explanatory, it may be helpful to examine each one a little more closely and how learning to be a closer can help you sell fewer dealer-trades and more inventory vehicles.

6 Tips to Overcome Price Objections in Car Sales

6 Tips to Overcome Price Objections in Car Sales When you're in the middle of making a car sale, there are countless reasons why the deal could fall through. Maybe the customer found another price online, perhaps they're just not sure if they can afford it yet, or...

Can You Read Your Customer’s Mind?

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

Sell Less To Earn More

Sales Skills Help You Earn More Money Initially, most people will assume that I am implying that you will make more sales with more skills, and your income will rise proportionately. That isn't what I mean. I often write about the benefits of mastering a sales...

Saying This One Thing Will Double Your Sales

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.

The Objection Translator

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.”

5 Biggest Mistakes That Are Costing Your Dealership Money

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:

Can You Ever Know Enough Closes?

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.

The 5 Things You Need To Start Doing After The Sale

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.

The Natural Born Salesperson?

What Is The Ideal Sales Person? The ideal natural-born salesman has certain traits that I think we can all agree on: Gregarious Quick thinking Smooth talking Huge personality An outgoing personality In fact, according to the Dale Carnegie Training of West Virginia,...

I Got Fired By A Jerk!

This Facebook post in a dealership group got me thinking about what kinds of attitudes salespeople might have toward the ownership or management team. This poster wrote: "So, my fellow car sales people, I got fired this week for as best that could be explained to...

5 Ways To Ask For The Referral

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?

Car Dealership Glossary

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.

5 Steps To A 5-Star Delivery

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.

Your Perfect Plan

Your Perfect Plan As you plan your future, whether we're talking about your monthly sales volume, income goals, personal goals, retirement goals, or long-term career goals, do you get stuck in the planning phase, or do you take action? "By this, I mean that a...

Building Value

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.

2 Closes You Have To Know For Customers Who Just Want To Think About It

Closing is anything you do that moves the sale along the sales process. So, closing a car sale starts with the first question you ask the customer. A question that helps you get beyond "just looking" and into the needs discovery/rapport building part of the...