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6 Practical Tips for Closing Automotive Sales by Tom Hopkins

By Tom Hopkins

Having a well-trained revenues workforce is like having coverage on your ads cash. Your advertising efforts catch the eye of dealers. The revenues group converts these efforts into closed revenues and chuffed consumers. they're the place the rubber actually meets the line within the automobile undefined. enforce the six assistance during this booklet and watch because the self belief point of your staff raises correct together with your sales.

A few of the components lined during this book include:

• how one can plan actions that bring about productivity.
• how you can aid capability dealers such as you, belief you and hear your recommendation in solution to their motor vehicle needs.
• inquiries to ask to figure out speedy if dealers are certified or simply dreamers.
• the way to circulate from the presentation to having closed revenues.

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Additional info for 6 Practical Tips for Closing Automotive Sales

Example text

You want to get them to: 1. Like you; 2. Trust you; and 3. Want to listen to you. Those three elements are absolutely necessary in order for them to make buying decisions based on the information you share with them. If they came in after calling and speaking with you, it’s likely you said the right things on the phone to get them to at least come in and see what you have available in both vehicles and terms. You’re starting out on the right foot here. They’ll be curious to learn more. That means they’ll be listening to you.

These folks may never leave the city. WHEN? •When will they need it? Is there urgency for owning a new vehicle? If their existing vehicle is in disrepair, they are likely to be in a hurry. That’s good for you. If there’s no urgency, the sale may not happen today and you’ll have to serve their needs differently. •When is the timing right? Perhaps they’re waiting for their tax return. Maybe the vehicle is a gift for a child graduating in the Spring or going off to college in the Fall. Another important when question is: When do you go for the close?

They explain the single most important element in turning my disastrous sales experience at that time, into the record-breaking success it soon became. Ask your closing question. Then, keep quiet! It sounds simple, doesn't it? Believe me, it isn't. I had a real challenge in this area and I didn't have a clue as to what I was doing wrong until I heard Mr. Edwards say those words. The first time I tried to ask a closing question and then keep quiet, I was prepared for the prospect's reaction. I expected them to keep silent.

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