When you sell cars for a living, one of the most common terms you’ll hear is closing the deal. Sometimes a successful car salesman or sales manager can be called a strong salesman or a good salesman, which means that they are skilled at closing the deal with the customer. If you’re determined to make a lot of money, you’ll need to improve your car sales closing skills. Below you will find the car sales closing methods and techniques from which most other techniques have either evolved or are variations of these car closings.
Whether you’re new to the car business or have been selling for years, knowing these car closing techniques will help you like the back of your hand. The better you know them, the more you will use them and the better you will become.
Car Sales Closing – Show Me the Money
1. Suppose they are buying: This is by far one of my favorite methods of closing car sales. When he assumes that the sale is a done deal, he naturally acts and speaks in a way that not only leads to the completion of the sale, but the customer will pick up on his words and actions and follow suit. As you go through the steps toward the sale, assuming they are going to buy a car at the end of the process, the customer will either buy the car or object. If they oppose you, move on to overcoming their objections.
2. Ask them to buy: This may sound simple, but you’d be surprised how often new or less experienced car salespeople continue to talk about the vehicle without even asking for the sale. However, you must remember that you don’t stop asking after one or two times. Usually when you use this car closing technique, the first thing out of your customers’ mouths is an objection. Great, that means you’re moving forward, see the objections below.
3. Create emergency: If you’re in the car business, you know how important it is to sell NOW because we all know the “Be Backs.” The car buyer tends to say that we are just looking or that we are not in a hurry, but it is his job to sell them NOW. Sometimes, to achieve his goal, he needs to create a sense of urgency in his customer to make his car sales closing attempts work. He wants them to believe that they will be missing out if they don’t buy now. An example could be the end of a sale or the availability of the specific because they are interested in buying. A note of caution here: a little goes a long way, and when you overdo the urgency combined with closing the sale, you can come off as pushy or a high-pressure salesperson.
4. Make it easy for them to say yes: Listen to what they want, and then make their wants and needs part of your car sales closing statements. Use your statements to close the deal. For example: You said you wanted a red car with a sunroof and a payment of less than $400, right? o You said you needed a car that gets 30 miles per gallon, seats five people, has remote entry and $5000 for your trade-in, right? Are you getting the idea now? You make it easy for them to buy a car when you’ve satisfied their needs and wants and use their words to prove it.
5. Go for the gold – Objections: This is where the money is, it’s in your customer’s objections. When it comes to closing car sales, it’s always about objections. It’s the customer’s way of saying: I’m still not convinced, I need more information, or You didn’t create enough value for your product, your dealer, and yourself. It’s not that they don’t want to buy the car; it means you have work to do before they buy the car. Work through your objections one at a time like a checklist, and then close the car sale.
The car dealer will often use several of these car sales closing methods or a combination of the many other techniques designed to sell a car. It all boils down to closing the sale with your customer and you have to be willing to buy the car because no matter what techniques you use to sell to the customer, they have to make the final decision to buy the car.