Automotive Salesperson Closing Techniques
Most of the time, a combination of closes will be required for a delivery decision. Remember – the magic number is five! Most professional sales consultants close on the fifth attempt.
It’s not how much you give; it’s how many times you give.
The Magic Number is Five!
Practice putting these closes into your own words:
Assumptive Time Close
“Would you prefer to take delivery of your new vehicle this afternoon or this evening?” “Is 6:00 or 7:00 better?”
Alter or Improve Close
“Before you take delivery of your new vehicle, what would you like to enhance the enjoyment and add to the convenience (protection, safety, or resale value) of your new vehicle?”
Assumptive Title Close
“Would you like your new vehicle titled in your name, your spouse’s name or both (or business)?”
Assumptive Final Close
“Would there be anything else that we need to consider before we go ahead and finalize the agreement?”
Spouse (third party) Close
“Now that everything is agreeable, let’s write it up and get that much out of the way. Then you and your spouse can decide on what is best for delivery date. Fair enough?”
If “No”—“What would she say no to, the vehicle or the money?”
If “Money”—“Price – trade – difference – down payment – monthly payment?”
“Before you take your new vehicle home today, allow me to get binding coverage to make sure you are protected. What’s your insurance agent’s name? What’s the number there?”
“It’s obvious you know how to shop for the best deal and it’s also obvious you understand all the facts after seeing the fairness of the figures and the benefits our dealership can provide. Knowing all that, I’m sure you would advise Mr. Stevens to finalize the agreement, wouldn’t you?”
Financial Advisor Close
“I know you are here to advise Mr. Stevens on the fairness of the figures, isn’t that right? (wait) Just to clarify my thinking, will you be helping Mr. Stevens with the down payment, monthly payments or both?”
“None”—“So you are here to advise but not going to get financially involved, is that right?”
“Yes”—“Allow me to provide you both with figures that you can agree to, feel good about and say yes to. Fair enough?”
Assumptive Approval Close
“Now that we are in agreement on the vehicle and the terms I need your approval right here, here and here.” (Hand customer the pen)
Hidden Objection Close
“Assuming the vehicle is right, the equipment is right, the price is right, the down payment is right, the difference is right and we pay you enough for your car, would you own the vehicle?”
“Yes”—“Then please share with me which one of these is not right.”
“Forgive me for asking: are you looking for a reason to own or not to own?”
“I want to own!”
“Great. Please share with me what some of those reasons might be.” (Wait, listen and write them down)
Buyer’s Remorse Close
“Congratulations on your decision to own one of our fine products. It was a very wise decision on your part.
“Now from time to time my customers leave so happily with the decision that they have made, they can’t wait to share that decision with friends, relatives or both. These people, not knowing all the facts, or even being a bit jealous sometimes try to talk them out of going ahead with the transaction.
Mr. and Mrs. Stevens, if you think for any reason that anyone could change your decision to own, would you tell me now?”
Puppy dog close / Re-demonstrate
“Before you make your final decision, I want you to take the vehicle for one more test ride. I want you to see what a wise investment you are about to make for you and your family.”
Validation Close / Evidence Manual
You must prove with third-party evidence that people purchase from you. The customer will believe others before believing you.
Reduction to the Ridiculous Close
Reduce the amount you are negotiating to yearly, monthly, daily; then compare the daily cost with the cost of something the buyer can do, or give up doing for that daily amount.
Time and Money Close
The customer says they want to hold off for a while. Ask how long they would like to wait and offer more time.
- “Remember that while you are waiting it will cost you more, not less.”
- “New vehicles go up 1 to 2% without notice.”
- “Factory incentives may be discontinued.”
- “You will still have to make payments on your present vehicle.”
- “You could incur costly repairs and maintenance.”
- “Your vehicle will depreciate in that amount of time.”
- “You will lose the sales (or use) tax credit.”
Take the total monthly cost of these items, add it to the present payment and compare it to the payment or cost of the new vehicle.
Lost Sale Close
“Forgive me, Mr. and Mrs. Stevens. Before you leave, I have to apologize for not doing my job. You see, if I had said and done all the right things today, you would have seen the value in my product and my offer. Because I didn’t convince you of that value, you have to go home without the new vehicle. That means you and your family won’t be enjoying the comfort, convenience and safety of the new vehicle. For that I am truly sorry.
“I make my living by getting people like you happily involved in my product and yes, that’s how I support my family. So that I don’t make the same mistake again, would you be kind enough to take a moment and tell me what I did or what I said wrong?”
Down to the penny close
“We are within seventy-eight dollars and sixty-two cents of you enjoying your new vehicle.” (Be quiet and wait for the customer to react).