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Digg it UP - Closing in the Car Business
Do you sell to the government or to large companies? Do you regularly get purchase orders that stretch your company’s ability to deliver? Lastly, if you had financing to cover all your supplier costs, could you sell more? Much more?If you answered yes to any of these questions, then purchase order financing could help your business grow.Purchase order financing is a way of financing sales that has been gaining popularity with US and Canadian businesses. It offers a very simple proposition. If you have an order from a large credit worth
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client
For any company, no matter its size, your employees are the key to business success. If you treat your employees fairly and with respect, they will enjoy coming into work, take pride in working for your company and be far more likely to provide good customer service.A happy employee is an employee who won't “pull a sickie” because they don't feel like coming into work. They will feel part of your company, feel trusted and will feel a responsibility towards you.Of course, every employer has rules and guidelines to abide by, regarding th
Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation.
Your customers need help overcoming the “P” word. Procrastination! Procrastination is natural when it comes to making a buying decision. Your customer is trying to avoid making a mistake! They fear making payments on the wrong car or truck. Fear makes cowards of us all!
The question they need help with… “Is this the right vehicle for me…. regardless of the price?”
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that is the closest you have to meeting their needs. If the ‘best available vehicle’ is not perfect so what? You seldom have the exact vehicle in stock. Therefore present what you have that is similar and use it to sell what your client wants.
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of a dealer—it was pathetic. Is your vehicle presentation pathetic? Maybe… occasionally… too often? (I will focus on Power Presentation skills in a future Automotivator edition. www.automotivator.com)
Create the ‘right climate’ for closing.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle. Then have your client drive after your power presentation drive.
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion on each positive feature they enjoyed and experienced during your Presentation Drive.
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive response because you target only features they previously identified as first-class. “Dave, do you feel the seat is comfortable enough for the long business trips you take?” You already know the answer is positive because you were there.
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client
Whether you are an accountant, virtual assistant, or a corporate executive, your job skills are constantly refined. A new sales presentation you’ve organized or the new spreadsheet package you’ve mastered should be included on your r?sum?. You may have new skills that could turn your dead-end job into a new career in another field. If you update your r?sum? continually, it makes it easier to send it out at a moments notice. Your r?sum? should be well written, typeset and laser printed. It should also be suited for your targeted employer and fie
Unfortunately, some sales consultants just don’t get it. They keep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus on asking effective, quality questions, listen, probe and then select a vehicle that is the closest you have to meeting their needs. If the ‘best available vehicle’ is not perfect so what? You seldom have the exact vehicle in stock. Therefore present what you have that is similar and use it to sell what your client wants.
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of a dealer—it was pathetic. Is your vehicle presentation pathetic? Maybe… occasionally… too often? (I will focus on Power Presentation skills in a future Automotivator edition. www.automotivator.com)
Create the ‘right climate’ for closing.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle. Then have your client drive after your power presentation drive.
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion on each positive feature they enjoyed and experienced during your Presentation Drive.
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive response because you target only features they previously identified as first-class. “Dave, do you feel the seat is comfortable enough for the long business trips you take?” You already know the answer is positive because you were there.
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client
You've set up a meeting with a potential client. You've dressed appropriately, your shoes are shined. You've got your portfolio and your business cards, and you have an idea of what you want out of the meeting. In a word: you want business.This is the way 95 per cent of small business people approach meetings. However, if you spend a little more time preparing your presentation, you'll make a more powerful impact and will get more work.The major rule is: when you've landed a meeting, always make a proposal. Have a clear idea of exactly
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of a dealer—it was pathetic. Is your vehicle presentation pathetic? Maybe… occasionally… too often? (I will focus on Power Presentation skills in a future Automotivator edition. www.automotivator.com)
Create the ‘right climate’ for closing.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle. Then have your client drive after your power presentation drive.
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion on each positive feature they enjoyed and experienced during your Presentation Drive.
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive response because you target only features they previously identified as first-class. “Dave, do you feel the seat is comfortable enough for the long business trips you take?” You already know the answer is positive because you were there.
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client
Gravitational Marketing is about returning to the roots of what advertising is really all about.But, the question is…What is real advertising?Well, I can tell you with surety that it is not what they do on Madison Avenue these days. And for you, my small business marketing friends, it is not what most of your peers are doing either.On Madison Ave they have lost all clarity about what advertising is and its real purpose. I was reading an article today by Denny Hatch, who is an amazing direct marketer, about the current Bud Lite “
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle. Then have your client drive after your power presentation drive.
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion on each positive feature they enjoyed and experienced during your Presentation Drive.
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive response because you target only features they previously identified as first-class. “Dave, do you feel the seat is comfortable enough for the long business trips you take?” You already know the answer is positive because you were there.
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client
A large metropolitan newspaper has a 300 seat call center.Every 90 days, on average, it turns over every one of those seats. Its annual telemarketer turnover rate is 400%, costing an estimated six million dollars. Twelve hundred new people have to be recruited, trained, and terminated to enable this behemoth to simply keep going.Internally, a large infrastructure of trainers and call monitors must be maintained, simply to service the demand for telephone-ready personnel. It is not in the interest of these people to tame the telemarketi
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client identifies positive feature after positive feature, their fear of making a bad decision is reduced and their confidence is increased. Your customers need to procrastinate is over. This is your job. Do this well and you increase your sales! (Dealers and Sales Managers, an in-house Back to the Basics tune-up will get your gears in motion and profits growing. I have only a few days available each month, let’s talk, procrastination has a price.) Dave@Automotivator.com
Keys to Closing Success
• Always go on the Presentation Drive to discover your client’s hot buttons or the positive features they experience during the road test.
• Always drive first to show off your vehicle features. That is what ‘demonstration’ means, right?
• Stay in the vehicle at the conclusion of the presentation drive. Review positive features one at a time.
• Ask your customer’s opinion of each positive feature you discovered during the drive. Make the list substantial.
• Then you have earned the right to ask a closing question. You will discover more people willing to say, “YES, this vehicle is just right, I will take it”.
Once your clients want what you sell they stop procrastinating and help you make the price and payments work.
Sales Quote for the week - The longer the list of positive features you review in the front seat… the lower the RISK of making a decision!
Print this Automotivator Newsletter and read it every day for the next week. Imprint the specific sales skills in your mind—and put them to use. Don’t fear trying something new, fear living with the low income you will make if you don’t. Please email me with your experiences. Dave@automotivator.com
Have a great selling day!
Copyright 2005 Dave Kemp Seminars
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