Closer classes



Step - by - step sales process development

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

Individual Training

  • Sales team
  • Business Development Center
  • Sales Managers

Tracking Development

  • Activity Tracking
  • Results Tracking

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 companya lot of money.

Our training will help you...


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

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.

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...

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,...

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...

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...

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...

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.

Reactive Or Proactive

Is your sales team reactive or proactive?   A proactive salesperson constantly seeks new opportunities and attempts to create a desire before the customer realizes she wants it. A reactive salesperson waits for the prospect to raise their hand and ask to be sold to....

Why Improve YOU

I love reading books about the sales profession and topics that contribute to personal growth. Why I read personal growth books. If you are more aware of your personality and personal growth, you can know how to set expectations for yourself and modify your behavior...

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.

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...

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.

3 Easy Steps To Be Better

 I spend much time developing strategies and training to improve your selling skills. From word tracks, modifications to your sales process, mental preparedness, attitude, body language education, and every aspect of the consumer's buying behavior as well as the...

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.

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.

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...

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...

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:

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.

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...

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.”

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.

3 Things To Do When You’re In A Sales Slump

First, you need to know that everyone has been there. If a salesperson tells you that they've never been in a slump, they either have a poor memory or are outright lying. A sales slump is when you can't seem to make a sale, no matter how hard you try. Leads are down,...

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.

5 Things Sales People Need To Aim For

I am reading Jordan B Peterson’s book 12 Rules for Life; in the chapter about discussing his Rule 4: “Compare yourself to who you were yesterday, not to who someone else is today,” there is a section where he, in his own insightful way of simplifying things, points...

Greed Is Good?

Is greed in sales good? In the film "Wall Street," Gordon Gekko proclaims that "greed is good." Is it? Is answering that with a noncommittal answer of "kind-of" a copout? Let's explore that. Meriam Webster defines greed this way: A selfish and excessive desire for...

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.

Would You Rather Be Right or Make The Sale?

Would You Rather Be Right or Make The Sale? Sometimes it happens. The prospect has decided and drawn a line in the sand that they will not cross. Except, they’re wrong. And, you know it. (They may even know it too. But are unwilling to change their position regardless...

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?

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

Who is Pareto, And What Is He doing With Your Customers?

Who is Pareto, And What Is He doing With Your Customers? Vilfredo Pareto was, among other things, an economist who pointed out that 80% of the property in Italy was owned by 20% of the population. Which, standing alone, isn't all that noteworthy of an observation. He...

2 Myths That People Believe About Being In Sales

A myth is something that people believe, even if it's not true. The bigger the story, the less likely it is to be based on truth and the more likely it is to develop into a myth. The profession of sales is similar. In this article, I'll dispel the two top myths that...

Are you an Order Taker, Presenter, or Closer?

In sales, there are basically three types of salespeople.   The Order Taker The Presenter The Closer Each is important in its own way, and most organizations have all three working in different departments throughout the business.  While the definition of each may be...

Suggested Reading For Sales & Management

 I have taken lessons from each of the following books to use as a Sales Manager. Some have given me a perspective on life that helps me see things differently from a personal point of view, while others contain sound business, sales, or management lessons that have...

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...

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.

What Is Your After Plan?

Not having a backup plan is commonly considered the way to maintain laser focus. The prevailing wisdom is that you won't give it your all if you have a way out. "Having Laser-Focus Increases Your Odds Of Success" – Forbes Magazine, August 4, 2020 "Don't Make A Backup...

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.