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 sales process.
Eventually, though you and the customer are at your desk, presenting numbers and objections arise. Having an arsenal of methods of overcoming these objections and closing the sale can give you one more shot at getting a car sale. Here are a few basic closes you can use to help you get that one more shot.
I Need To Think About It
We’ve all had it, haven’t we? You feel like you’ve done everything correctly, you have great rapport, and there have been no objections to the pencil, but the customer still has to think about it overnight.
You need just one more shot at keeping the customer here, and you’ll do that by asking again for the sale.
Mr. Customer, I totally understand. This can be a big decision. You mentioned earlier that you’d been researching these vehicles for a long time. The car seems like it’s exactly what you’ve been looking for. So, do you mind if I ask you a question? What is it that you need to think about?
If you’ve done your job right, the customer will offer up the real objection. Then you’ve got something to work on. This doesn’t mean you’ve got a signature yet, but the customer hasn’t left yet! And you can continue with your car sale.
We’re Not Making A Decision Today
It happens sometimes. You’ve done everything you can do, but the customer wants to leave and think about it. This close expands on the previous close by trying to narrow down the objection to something you can work with.
I get it. It can be a big purchase. But, I guess I got ahead of myself a little bit; I thought this was the perfect car for you. I’ve been doing this for a while now, and in my experience, it is one of three reasons customers are reluctant to pull the trigger.
- We’re looking at the wrong car. Do you love the car? Ok. Good. It’s not the car.
- You don’t like the dealership. Is there something about the dealership that’s turning you off? Ok. Good.
- That leaves us just one thing. It’s me. That would break my heart! Did I do something wrong today?
Again, if you’ve done everything you should have done:
- Build Rapport
- Needs Investigation
- Sell The Dealership
- Sell Yourself
How is the customer going to respond to these questions? After all, they are purchasing the right vehicle. You are the best salesperson for the job, and your dealership is the best; why else would you be working there? It only makes sense that they buy this car from you right now. Doesn’t it?