Wednesday, March 10, 2010

CLOSING...On Value-priced vehicles - part one!!!

Closing….on Value-Priced Vehicles - Part One !!!
An email from a salesperson.
Dear Dave, the AUTOMOTIVATOR

I work selling cars and trucks and I'm not doing as well as I should. My manager says that I'm not closing hard enough. I am trying but I don't want to offend the customer either. Do I just keep asking them to buy or do you have a better method? I need help because my money is running low.
Darryl, Winnipeg.

Dear Darryl, Hummm... Not Closing hard enough?
Here are some proven ways to help you get more cars over the curb and get you making some serious money. Lots of people are having the same problem. First things first, though. What do you mean when you say you work selling! Sales is not work! Digging ditches is work, shovelling snow is work. Selling is exciting, selling is a challenge and it should be fun. When selling becomes work, you know you need an attitude adjustment. Look more carefully at ditch digging and you will get the message.
Secondly, let’s clarify what you mean by closing? If you are negotiating the price before you get the commitment to buy today, then no doubt you will have trouble closing. You will also be considered a pressure guy by your prospects!
The successful sale depends totally on what you do at the beginning of the sale, my friend. Your sales process needs to be a series of decisions. With value-priced vehicles the price is only one component. Failure to get the right decisions in your sales process leads to many walk-outs and you and your dealer are paying too heavy a price. You are blowing commissions and your dealer is blowing profits.
Improve your closing ratio.
Closing successfully is getting the decision or the commitment from your customer to buy a vehicle on some condition.
The condition could be
· The price or trade value.
· Or changing the colour or equipment
· Or making the payments fit.

Negotiation is what you do after the vehicle decision.
Don’t start negotiating the price before the customer has decided on his or her vehicle. Never negotiate until the vehicle is sold!!!
There is a big difference between these two! Would you buy a bright orange shirt even if the price was low? Doubt it. (Unless you work at Home depot.)
Don’t get me wrong. Yes you can talk about the price and payments of the vehicle in general terms. That is normal qualifying and investigation. But don’t negotiate the price until you have provided a power presentation drive first!!! How? You drive first.
During the presentation drive, put in plain words how the high standard equipment included makes your vehicle the high value attraction that it is—but this is not negotiation. It is positive persuasion. This should be part of your sales presentation that leads to a positive decision on their vehicle. After your client has driven the vehicle, then definitely ask them to buy! YOU owe this to them. They want to make a deal.

Automotivator key to success.
If your customer hasn’t made a decision to buy what you are selling, it doesn’t matter what your price is!
Your price could be half price and even throw in a year’s worth of gas, but if they don’t want what you are selling…. they aren’t closed...YET!
· Close your customer first on the vehicle. Take short cuts in your power presentation and you cut short your income every month. (This takes a specific skill we will discuss in our next Automotivator Newsletter)
· Then negotiate your price as the value it represents.

Closing is a lot more fun and easier if you get the order right. If you are a manager or dealer, our in-house Skill Specific Coaching on Closing with Value-Price Vehicles will improve your sales and bottom-line quickly. Invest a little to equip your sales team to sell in this new market and you will make a lot more profit. Email me to discuss this valuable in-house workshop at your dealership. Dave@automotivator.com

Hey guys and gals, If you are discouraged, take heart. Customers buy from a professional sales consultant whose sales presentation is about making their buying decision easy. Deliver a better buying experience compared to the competition and you will deliver more vehicles and make more money. Now Go get rich.

Sales Quote for the week - Closing really is about closing on the vehicle ….not the price!
By the way, email me your personal sales concerns and I will help you. Okay?
Great Success,
Dave.
Dave Kemp, the AUTOMOTIVATOR.
Dedicated to improving the buying experience in the nation’s showrooms.
Please spread the word about this newsletter to your dealer and manager friends and co- workers who want to sell more cars/trucks and make more money. Just forward it on and invite them to receive it.
To get your own copy: dave@automotivator.com

(If you are a dealer and you want to increase your sales results by closing more sales, consider having a Focus on Closing, Skill Specific Coaching workshops in your dealership. These courses are limited to only your sales people and managers so that we have maximum time for coaching one-one. Call me. 1-800-668-0362)