No technique can work 100 percent of the time, but this three-step close process from our automotive sales training module can help your sales team close more deals.

You’ve walked the customer around the sales lot, and they find a vehicle they are interested in purchasing. After breaking down the numbers what do you say next to close this deal?

Closing is where many car salespeople trip up. This is one of the most high-pressure moments in the sales process with success riding on how well it goes.

The Three-Step Close Process

Closing the deal looks like the toughest job in the world when looking from outside. However, persuading a customer to buy a car is not the same as convincing them. It’s more about listening to what they say, understanding and offering expert advice.

Plus, successful individuals have a process for what they do best – selling a car. Having a process makes closing deals easy. Here’s the three-step close process that can help reach any customer.

Step 1: Reassuring the Customer

”People love buying” is the biggest myth in sales. Doubts and fears hinder the actual buying process. Customers are full of doubt even when they don’t need to be. It is up to the salesperson to allay these fears using one of the simplest yet most powerful tactics.

Reassure the customer that they are making the right decision. Tell them they are making an excellent purchase and highlight why it is a perfect fit for their needs and situation. Testimonials are also great for dispelling concerns. Showing them that many others have bought a service or car from you makes the customer feel they are in good company.

Step 2: Creating Mental Ownership

A discussion with the customer uncovers the reason the client is looking at cars. However, the mental ownership picture has to be painted by the salesperson. Plus, this picture leads the customer to become more involved in the car you are offering.

Mental imagery influences consumer experiences when creating the want to buy. The customer develops a sense of mental ownership as they walk around the car they like. Talking to the person about their transportation issues and relating it to everyday situations such as going to work late creates the image of mental ownership.

Step 3: Transitioning Seamlessly

Whatever you did to get the customer, you need to keep doing to keep them. Avoid a transactional relationship with your customer. A seamless transition includes the salesperson initially walking the customer through inspecting the vehicle all the way to signing the sales agreement. The salesperson routinely checks on the customer to ensure everything is going smoothly.

Prep the customer for the next steps once the sale is closed. A checklist of procedures or handout process is one way to ensure everyone is on the same page. Each customer is different, so your salespeople should understand the unique requirements and expectations of each new buyer.

Closing a Deal is Not Complicated

Persuasion in car sales helps the customer realize what their needs are and what car meets those needs. The buying decision is 85 percent complete when they reach out to a dealership. They have done their research and know what they want. The only thing salespeople can provide is guidance, genuine advice and quality service. At The ACE Group, we offer automotive sales training to overcome objections and maximize car sales.

Contact us today for all your training requirements!