The "P" Word.
Closure is all about car customers to make positive decisions. It is not pressure or manipulation.
Their customers need overcome help the word "P". Procrastinating!
Zaudern is of course, if it comes, a purchasing decision. Your customer tries to prevent that an error! They fear the payments on the wrong car or truck. Fear makes us all cowards!
The question, which you need help with... "Is this the right vehicle for me... regardless of the price?"
Until this question will be decided positively, your customer will hesitate.
Unfortunately it does not get some sales consultant. Keep the others 'P' Stomp words... Price or payments.
Your key to success?
The fear factor to take and take the abduction.
So your view land to the "right vehicle" and eliminate fear. Focus on issues, quality issues, hear, checkpoint and you then choose a vehicle which is the closest you can have their needs. If "best available vehicle" not perfectly so, what is? You rarely have the exact vehicle in stock. Therefore, present what you have, which is similar to, and use it to sell, what will the customer.
Do a POWER presentation next. No Mickey-Mouse presentation, the I recently in a secret business of a dealer-it was pathetic. Is the vehicle presentation pathetic? Perhaps... sometimes... often? (I'll focus capabilities in a future issue of car Motivator on power presentation.) ( http://www.automotivator.com)
Create the "right climate ' for the closure."
The easiest way to close your customers is right in the vehicle that you demonstrate. Driving you zuerst-- do a smoking job to present the features, benefits and the benefits of your vehicle. Then have your drive after drive presentation makes.
Where to stay in the car at the end of the presentation drive... Review the various features one at a time. Come right and questions the customer opinion to any positive function they enjoyed and experienced ride during your presentation.
"? "Mr. Kemp, now, that you have driven this truck, has it that makes you have been looking for" you expect a positive response, because you are addressed only functions that they identified previously as first class. ", You have, that the seat is comfortable enough for the long business trips do you feel Dave?" You already know the answer is positive, because they lived.
Do you get it? Closing is eliminating fear before errors or wrong decisions. Then helps your customers come to a decision without feeling pressure. If your client identifies positive function to positive, their fear of a bad decision is reduced and increased their confidence. Your customers need to procrastinate is over. This is your task. Doing that well and you to increase your sales! (For dealers and sales manager, an in-house back to the basics in the maintenance of your gear on the move and growing profits.) (I have a few days each month, let's talk, procrastination has a price.) Dave@Automotivator.com
Close key to success
o on the presentation discover walking your client shortcut keys or the positive qualities that they experience during the road test.
o always drive to show first, your vehicle functions. That is, means what "demonstration", right?
o staying in the vehicle at the end of the drive of the presentation. Positive assessment has time on one at a.
o questions you your customers opinion of any positive function, discovered during the journey. Provide the list of essential.
o then you've earned the right to a final question.
Discover more people you are willing to say: "Yes, this vehicle is exactly the right thing, I it will take".
Once your customers want, what you sell them stop procrastination and help work the price and payments.
Sales quota for the week - the longer you check the list of positive qualities you in the front seat... the lower the risk of one decision!
Print this car Motivator newsletter and read it every day for the next week. Imprint of the specific sales skills in your Verstand-- and they to use. Do not attempt that you will make, if you do not live something new fear, fear low income. Please email me with your experiences. Dave@automotivator.com
You have a great day sell!
Copyright 2005 Dave Kemp seminars
Dave Kemp, the car Motivator
The car sales manager
http://www.automotivator.com
1-800-668-0362
* Our motivation and passion! To improve the shopping experience for your customers
* In order to improve the profits of your vehicle sales.
* To increase the sales trend and enrich the lifestyle
of your sales consultants and managers in your dealership.
Track star - customer relationship management and follow up systems is on the Board of the Canadian Association of professional trainers and speakers Dave. One industry expert wants your dealer association, producer or performance group questions speaks strongly to retail, please contact Dave. Dave@automotivator.com
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