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Auto Sales Training on How to Close the Dealhttp://www.nawablearninggroup.com
by MakAny salesperson can tell you that a customer knows what he wants before he eversteps foot on the lot. From brand to features and options, most customers just needto have five key questions answered for them before they buy. They want to beconvinced that they are buying the right car with the right features for the rightprice at the right place at the right time. That seems like a lot, but if you break itdown, closing the deal is really quite easy.
Automotive Training Question One
: Are the features appropriate for me?Features are a big concern to most customers. They want to make sure theyactually need each feature and it is your job to convince them they do. Think backto your earlier investigation and use this information to help you. For example, if you learned your customer has several small children, the on-board DVD playershould be a snap to sell.
Automotive Sales Question Two:
Is this the car for me? In today's day and age,the options and features on most cars are actually very similar. Because of this,what customers are actually buying is brand name and recognition. Keep this inmind when pitching your sale. It's not the features or the options, it's the brand.
Automotive Sales Question Three:
Is this the best dealership to buy from? Let'sbe honest. Your customer has a lot of places he could buy from. What makes yourdealership special? You have to make your dealership stand out in his mind as theonly place to buy. Use customer service and trust to answer this question.Convincing your customer that your dealership is the best place to buy is animportant part of the sales process.
How to Sell Cars Question Four:
Is this really the right 'price'? Customers won'tworry so much about this question if they are comfortable with the brand andfeatures. Having confidence in the dealership they are purchasing from is importanttoo. Make sure you build brand awareness, use personal data to sell features andthe dealership and this question will answer itself.
Automotive Sales Question Five:
Is right now the right time? This is possibly themost difficult question to answer, because only your customer knows. What you cando is create a sense of urgency. Figure out a way to create excitement and generatea need for the car right now, today. If all of the questions above have beenanswered and the only thing holding them back is timing, it's up to you to convincethem that right now is the only right time to buy.
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